Several years ago, I was speaking with an insurance agencyprincipal about the future of the agency. This is a profitableagency with a solid history and equipped with the tools andresources to surge ahead.

I asked the principal his goals for the agency over the next5–10 years and his answer surprised me. Instead of talking aboutgrowth and expansion, he spoke aboutmaintenance and survival.

As I travel the country speaking with agency leaders, company representatives andother thought leaders, I have come to realize that this mindset isall too common.

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