Agency Blog

Kevin Trokey

Kevin Trokey is a coach and an implementer of business strategies. He works with agency leadership, department managers, and producers of benefits agencies to craft strategies and lead them to successful transformations by breaking down the complexity into manageable steps.
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Recent Posts

4 Things Scarier Than Making That Sales Prospecting Call

September 05, 2017

Selling is a difficult and scary job. That’s why most people want NOTHING to do with it. And, that’s okay for them; they choose other jobs.

And most would agree that prospecting is the most difficult and scariest part of that difficult and scary job. That’s why most producers come up with countless reasons to avoid their prospecting responsibilities. But, that’s not okay for you.

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There Are No Shortcuts to Insurance Agency Growth & Success

August 28, 2017

It seems every time I browse around on social media someone is promoting some “secret” or “shortcut” to writing business, to getting the attention of decision makers. They would have you believe that prospects/clients only have a single challenge for which they are looking for the “holy grail” answer that can be yours to deliver if you just ______________ (fill in the blank with whatever service/event/product they are selling).

If only it were that easy.

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Is Your Agency Marketing More College Professor or Circus Barker?

August 21, 2017

We have had a huge marketing epiphany. Okay, epiphany may be a little strong, but we’ve had a whole lotta learnin’.

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Your Cowardly Ways Cheat Your Clients-- And Your Prospect Pipeline

August 07, 2017

Let’s start with some deductive reasoning –

  • As a producer, writing new business is your primary goal
  • Writing new business means you have to get in front of qualified candidates
  • You can’t get in front of qualified candidates if you don’t spend time prospecting
  • But, the more time you spend searching for prospects, the less time you have to spend with active prospects and clients
  • Bottom line, it isn’t enough to just spend time prospecting, you have to be efficient with that time
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Snake Oil by Any Other Name is Still Snake Oil

July 31, 2017

I’m sure they are well intentioned, but there are way too many industry “thought leaders” out there promoting myopic solutions to the ever-growing challenge of insurance agency growth. In many ways, their “easy button” ideas are the advice equivalent of snake oil.

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Are You a Skinny, Fat Producer?

A neighbor once told me that she had recently gone to the doctor and he described her as one of the skinniest, fat patients he had. I asked, “What the hell does THAT mean?” 

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Your Lifestyle (Business) is Killing You

July 17, 2017

The Achilles heel of the insurance industry is that too many agencies have been built and run as a lifestyle business and the owners refuse to let go.

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Who Picks Up the Tab?

June 26, 2017

Independent insurance agencies are in a tough spot. Never has it been more difficult to run a successful, profitable agency. Clients are more demanding, 4th quarter is a nightmare, additional investments have to be made, and, on top of all that, bonuses/commissions are getting cut.

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That Revenue Problem Doesn’t Go Away Just Because You Don’t Look at It

June 19, 2017

There is an old saying that “revenue cures all problems”. It’s easy to appreciate the spirit of that adage, but way too often the “wrong revenue” makes the problems even worse. It’s the toxic relationship independent insurance agencies have with revenue/compensation that is the biggest contributor.

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Business Math 101 – The only course that counts

June 05, 2017

If there’s one goal all businesses have in common, it’s profitable growth. But, while we all work towards that goal every day, we all know it doesn’t just happen.

While the goal is elusive and challenging in its pursuit, it is a simple formula that drives the results.

(X)(Y) + Z = Profitable growth

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