Every January, firms throughout the financial industry, including our own, hold annual training meetings or conferences.  One of the highlights of these meetings is an award for salesperson or sales team of the year.  These titles are hard-earned and well-deserved.  At least for our own firm, I can say that the winners are always those who, not only achieve impressive revenues for the firm, but do so through very hard work, understanding the investment environment and, most of all, understanding the needs of our clients.