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A wise sage named Yogi Berra once said, “You can observe a lot just by watching.” When it comes to predicting how someone will do in the insurance industry, those observational skills are just as valuable.

For the past 8 years or so, I’ve had the privilege of watching and observing the leaders of independent insurance agencies. I’ve seen them flourish in boom times and persevere in harsh economies. I’ve witnessed their navigation of mergers and acquisitions from both sides. I’ve learned what gives them great joy in their professions–and what keeps them up at night.

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