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While one end of our industry pool is being chlorinated, the other is proving to be a fertile sea birthing effective, helpful advisors.
Today's buyers go through the same basic journey. They all start online.
Often, producers will, with seeming pride, tell me 'Oh, I only work on referrals.' In theory, this is a terrific idea. In execution, it's tragic.
How many brokers are conducting a mid-year stewardship meeting where the purpose is to renew the relationship with the client?
Yeah, fourth quarter is busy, I get that, but prospecting is about the last thing a producer should ignore.
For some, ownership is a 'free pass' that allows them to not be accountable to anyone and therefore to not have to perform.
If you can find a little of your leftover inner child, it can make this responsibility thing a whole lot more fun.
Until the appropriate cultural foundation is laid down, no amount of tactical or process-driven solutions will ever make a sustainable difference.
Until the appropriate cultural foundation is laid down, no amount of tactical or process-driven solutions will ever make a sustainable difference.
I know we are always looking for new ideas, yet most of the time, we haven't put the most basic ideas into practice.
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They all start online.", "body": null }, { "uri": "/2019/03/18/you-only-work-on-referrals-really-414-151460/", "title": "More effective insurance sales: You only work on referrals? Really", "byline": "Kevin Trokey", "kicker": "Commentary", "prettyDate": "March 18, 2019", "timeToRead": "4 minute", "image": { "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2019/03/WaitingforOpportunity.jpg", "width": "616", "height": "372" }, "authors": [ { "webUrl": "/author/profile/kevin-trokey/", "name": "Kevin Trokey" } ], "kickerNode": [ { "uri": "/commentary/", "sectionName": "Commentary" } ], "summary": "Often, producers will, with seeming pride, tell me 'Oh, I only work on referrals.' In theory, this is a terrific idea. 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Trokey", "kicker": "Best Practices", "prettyDate": "December 17, 2018", "timeToRead": "4 minute", "image": { "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2018/12/businessman-sales-call-shutterstock76833298.jpg", "width": "616", "height": "372" }, "authors": [ { "webUrl": "/author/profile/kevin-trokey/", "name": "Kevin Trokey" } ], "kickerNode": [ { "uri": "/best-practices/", "sectionName": "Best Practices" } ], "summary": "Yeah, fourth quarter is busy, I get that, but prospecting is about the last thing a producer should ignore.", "body": null }, { "uri": "/2018/08/17/when-an-ownership-mentality-hurts-you-414-134658/", "title": "When an insurance agency ownership mentality hurts you", "byline": "Kevin Trokey", "kicker": "Commentary", "prettyDate": "August 17, 2018", "timeToRead": "4 minute", "image": { "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2018/08/Leader-agency-owner-shutterstock.jpg", "width": "616", 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