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Michael O’Horo is founder and president of Sales Results Inc., whose ResultsPath program has helped over 5000 lawyers in firms of every description acquire high-value business by using their existing “lawyering” skills to convert contacts into clients. These lawyers attribute more than $1.5 billion in business to the ResultsPath process and coaching. Mike’s sales articles and free subscriptions to the weekly ResultsMail tip are available at www.SalesResults.com; he can be reached at 703-516-4448 or Coach@SalesResults.com.

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