Kevin Trokey is founding partner and coach at St. Louis-based Q4intelligence.
We spend a fair amount of time and energy training insurance producers. Given that it is their agency owners who engage our services, some would rather be anywhere else but sitting there with us for two days of training. We call these folks “hostages.”
But we urge them to keep an open mind, encourage them to challenge everything we teach, and take time to explain why each step is effective and necessary. We help them to take ownership of the broker sales process.
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