Memorial Guide Different from Carrier Sold

I've recently linked up with a pretty tough producer and he was teaching me his spill where he led off with the memorial guide and eventually got into the 3 questions. He uses the memorial guide to build value in himself and also to force them to take ownership of the proposed policy etc. This presentation seemed a bit longer (not by that much) than what I was use to but very effective. Now what confuses me is that he's a broker just like the rest of us but he uses the same memorial guide regardless of the carrier he sells. He told me it really doesn't matter but it just seems a bit tacky to m

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