Authenticity has always been at the heart of any successful agent-client relationship. (Shutterstock) Authenticity has always been at the heart of any successful agent-client relationship. (Shutterstock)

When my father worked in insurance decades ago, he’d sit down with people at their kitchen tables and listen. He’d share. He’d build the relationship. And he’d sell.

Fast forward to the digital age, and authenticity still has just as much relevance, if not more. The only difference? Social media platforms replaced the kitchen table. Instead of coming to people’s front doors, agents are coming in through Facebook, LinkedIn, Instagram and Twitter. These exchanges are no less real to potential clients — and no less critical to the relationship-building model that succeeds time and again in the insurance industry.

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