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The aging ranks of producers trying to develop succession strategies and adapt to new, ever-evolving sales tools remains a top concern among the agent and broker community, says the chairman of the Independent Insurance Agents & Brokers of America (IIABA).

Meanwhile, younger agents are demanding a voice in the profession’s future—and are reaching out to one another in greater numbers to share ideas and coax an older generation into thinking anew about how business gets done, say officials of the IIABA’s National Young Agents Committee.

In his State of the Association address before the general session of the IIABA’s National Legislative Conference & Convention held April 25-27 in Washington, D.C., Mike Donohoe—IIABA chairman and owner of James R. Weir Insurance Agency in Mankato, Minn.—told the story of his son, who, after one of Donohoe’s stump speeches, said his “shtick was too old” and all the business models Donohoe and his peers are using are antiquated.

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