At first glance, an insurer’s distributor force and a middle-school classroom might not seem to have much in common. But one of the things I learned when I taught middle-school students (albeit many years ago) was that a group of seemingly homogenous people actually had a remarkably wide range of educational needs. I had to design a lesson plan to accommodate the entire spectrum of those needs and wisely choose how to allocate limited resources.

Likewise, it can be challenging for carriers to deploy technology to meet the needs and wants of distributors because of time and budget constraints as well as the wide range of technology–and technological sophistication–agents have.

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