Read the blog Ideas to grow your benefits business

Explore topics in business strategy, sales, leadership, and team development.

Stop the Chaos: Use Project Briefs to Streamline Agency Projects

Wendy Keneipp

2025-01-31

Prefer to listen instead of read? No problem! Click below to listen to the blog post. As ...

Kevin Trokey

2025-01-27

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Wendy Keneipp

2025-01-20

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Kevin Trokey

2025-01-13

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Wendy Keneipp

2025-01-07

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Wendy Keneipp

2025-01-07

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Kevin Trokey

2025-01-07

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Kevin Trokey

2025-01-07

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Wendy Keneipp

2025-01-06

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Kevin Trokey

2024-12-30

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Kevin Trokey

2024-12-16

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Wendy Keneipp

2024-12-09

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Kevin Trokey

2024-12-02

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Wendy Keneipp

2024-11-11

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Wendy Keneipp

2024-10-28

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Kevin Trokey

2024-10-21

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Wendy Keneipp

2024-10-14

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Kevin Trokey

2024-10-07

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Wendy Keneipp

2024-09-30

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Kevin Trokey

2024-09-23

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Wendy Keneipp

2024-09-16

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Kevin Trokey

2024-09-09

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Wendy Keneipp

2024-09-03

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Kevin Trokey

2024-08-26

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Wendy Keneipp

2024-08-19

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Kevin Trokey

2024-08-12

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Kevin Trokey

2024-08-05

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Kevin Trokey

2024-07-29

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Wendy Keneipp

2024-07-22

Are you curious about the Goose PAR group for women? Want to know more? Watch the video ...

Kevin Trokey

2024-07-15

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Wendy Keneipp

2024-07-08

When: Wednesday, July 17, 2024 | 11:00 AM Pacific / 2:00 PM Eastern Where: LinkedIn ...

Kevin Trokey

2024-07-01

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Kevin Trokey

2024-06-24

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Wendy Keneipp

2024-06-17

If you prefer the written word, you can read the transcript below, which has been edited ...

Kevin Trokey

2024-06-10

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Wendy Keneipp

2024-06-03

What does your brand stand for? Why do you do what you do? This isn’t just some ...

Kevin Trokey

2024-05-28

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Kevin Trokey

2024-05-20

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Kevin Trokey

2024-05-13

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Wendy Keneipp

2024-05-06

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Kevin Trokey

2024-04-29

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Wendy Keneipp

2024-04-22

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Kevin Trokey

2024-04-15

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Wendy Keneipp

2024-04-08

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Kevin Trokey

2024-04-01

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Wendy Keneipp

2024-03-25

Kevin and I sat with David Saltzman, host of The ShiftShapers Podcast, to discuss the ...

Kevin Trokey

2024-03-18

Prefer to listen instead of read? No problem! Listen to the blog post at any time by ...

Wendy Keneipp

2024-03-11

Ever wonder how something gets done at your agency? Or how to do something if your key ...

Kevin Trokey

2024-03-04

If you’re unfamiliar with “two truths and a lie,” it is a team-building icebreaker ...

Wendy Keneipp

2024-02-26

Prefer to read instead of watch? No problem! See below for the transcript. Business is so ...

Kevin Trokey

2024-02-19

Wendy and I launched Q4intelligence 15 years ago this month. It has been an amazing ride ...

Wendy Keneipp

2024-02-12

Ever feel frustrated that people aren’t responding to your marketing and communication? ...

Kevin Trokey

2024-02-05

At Q4intelligence, we select an annual theme. We've used these themes to keep us focused ...

Wendy Keneipp

2024-01-29

Trying something and walking away from it because it's hard is way too common. We see it ...

Kevin Trokey

2024-01-22

It's that time of year, friends. The new year brings resolutions and planning activities ...

Wendy Keneipp

2024-01-16

Our Q4i company theme for 2023 was #Growth. As is typical with our themes, we choose ...

Kevin Trokey

2024-01-08

We’ve heard the criticisms of the so-called trophy generation. Many argue that we’ve ...

Wendy Keneipp

2024-01-02

Having recently launched our new subscription-based model, creating an excellent client ...

Wendy Keneipp

2023-12-26

So much content, so little time. I get it. I look forward to the quieter days at the end ...

Kevin Trokey

2023-12-18

When we lead a new sales training cohort, we know there will be three types of attendees. ...

Wendy Keneipp

2023-12-11

As an insurance or benefits advisor, your role has the potential to extend well beyond ...

Kevin Trokey

2023-12-04

We would all benefit from lying on a therapist's couch from time to time. Of course, most ...

Wendy Keneipp

2023-11-27

Let's dive into a topic that's crucial for every ambitious agency out there: multi-level ...

Kevin Trokey

2023-11-20

Being productive consistently can be a challenge at any time of the year. Throw in the ...

Wendy Keneipp

2023-11-13

Are you running a business where you're also the primary rainmaker? We get you! We're in ...

Kevin Trokey

2023-11-06

I was recently reminded of a story my daughter shared from when she was in grad school. ...

Wendy Keneipp

2023-10-30

Prefer to read instead of watch? No problem! See below for the transcript. I've always ...

Kevin Trokey

2023-10-23

Prefer to read instead of watch? No problem! See below for the transcript. I know what a ...

Wendy Keneipp

2023-10-16

Prefer to read instead of watch? No problem! See below for the transcript and links ...

Kevin Trokey

2023-10-09

And what I keep hearing is that this year’s “suck factor” is exceptionally high. A big ...

Wendy Keneipp

2023-10-02

A brand voice is the personality and tone of a company's communication, and it’s ...

Kevin Trokey

2023-09-25

What comes to mind when I ask you to describe the stereotypical insurance agent? Overall, ...

Wendy Keneipp

2023-09-18

It’s easy to get into a comfy routine and go about your business day after day, thinking ...

Kevin Trokey

2023-09-10

To say the Q4i team has been busy over the last 18 months would be a HUGE understatement. ...

Wendy Keneipp

2023-09-05

Much like marketing has been, client experience is one of the last frontiers of ...

Kevin Trokey

2023-08-28

We all know the first rule of investing in our retirement future: pay ourselves first. ...

Wendy Keneipp

2023-08-21

I've been out of the car market for a while and am back in it these days shopping for my ...

Kevin Trokey

2023-08-14

Spoiler alert: The biggest failure of insurance agencies is a lack of consistent ...

Wendy Keneipp

2023-08-04

We’ve been asked for years: “When will you guys write a book? We read your blogs, ...

Kevin Trokey

2023-07-31

Have you ever considered, when it comes to your work life, just how exhausting being ...

Kevin Trokey

2023-07-24

There is an old saying that "revenue cures all problems." It's easy to appreciate the ...

Kevin Trokey

2023-07-17

This title may seem in conflict with something you hear me say regularly, "Selling is a ...

Wendy Keneipp

2023-07-10

As an advisor or consultant, it's essential to recognize that your role is to review your ...

Kevin Trokey

2023-07-05

“Growth is never by mere chance; it is the result of forces working together.” – James ...

Wendy Keneipp

2023-06-26

I spend a lot of time talking with clients and team members, and I get to know people ...

Kevin Trokey

2023-06-19

Selling is a difficult and scary job. That’s why most people want NOTHING to do with it. ...

Kevin Trokey

2023-06-12

I don't know about you, but I am tired of the whining and excuse-making. “Selling is SO ...

Wendy Keneipp

2023-06-04

I believe we’re either growing or stagnating. I’ve had many interesting conversations ...

Kevin Trokey

2023-05-30

Our industry has as many acronyms as any; it’s time to give each of the 26 letters of the ...

Kevin Trokey

2023-05-22

Before a recent gym class started, the instructor (let's call her Tula) shared a personal ...

Wendy Keneipp

2023-05-15

"High-performer" and "overachiever" may sound like nuanced differences, but the results ...

Kevin Trokey

2023-05-08

We have all read countless articles discussing the power of using questions when selling. ...

Wendy Keneipp

2023-05-01

We hold our values and most important ideas and people close in our hearts, but the true ...

Kevin Trokey

2023-04-24

Two of the most important aspects of any business are the reason it exists in the first ...

Kevin Trokey

2023-04-10

Isn't it crazy how fast time flies?! I'm convinced the Earth is spinning faster than it ...

Wendy Keneipp

2023-04-03

What am I doing to drive revenue? How am I contributing to the core business needs of the ...

Kevin Trokey

2023-03-27

There are things in our lives that we would all like to do that we never get around to. ...

Kevin Trokey

2023-03-20

As a customer, do you ever see a business that is in such obvious need of fixing, or see ...

Kevin Trokey

2023-03-13

I was at the gym and saw one of the funniest t-shirts I’ve seen in a long time: it said, ...

Wendy Keneipp

2023-03-06

Punctuality is difficult for many people. It speaks loudly to those around you and is ...

Kevin Trokey

2023-02-27

Even though we identify as "teammates" with our co-workers, it’s hard to believe that ...

Wendy Keneipp

2023-02-20

There is so much information readily available at our fingertips that we can take ...

Kevin Trokey

2023-02-13

I received a call from a client (let’s call him Joe) asking for some advice. Joe is a ...

Kevin Trokey

2023-02-06

I work in a very dangerous place. No, it’s not dangerous in the way that may first come ...

Kevin Trokey

2023-01-30

As professionals with aggressive growth goals, we always seek new ideas. Yet, most of the ...

Kevin Trokey

2023-01-23

At Q4intelligence, we have had an annual theme going back to our beginnings 14 years ago. ...

Kevin Trokey

2023-01-16

Our industry is under attack: in DC and state capitols, boardrooms, over kitchen tables, ...

Wendy Keneipp

2023-01-03

Ahh, with 4th quarter winding down, hopefully you have a little time to relax and allow ...

Kevin Trokey

2022-12-27

I was recently asked, "What are the top three most dangerous trends that could negatively ...

Kevin Trokey

2022-12-19

Like most entrepreneurs, Wendy and I geek out a bit on business. We discuss and debate ...

Kevin Trokey

2022-12-12

I have the privilege of regularly speaking at industry events. I often start with a quick ...

Wendy Keneipp

2022-12-05

How does your pipeline look these days? Are you confident there is enough quality ...

Wendy Keneipp

2022-11-28

Who doesn’t love a good theme party? Disco night, glow in the dark, superhero, ...

Kevin Trokey

2022-11-21

What would your advice be to a business owner given the following circumstances? Their ...

Kevin Trokey

2022-11-14

Whatever you choose as the measure of your success will determine your opportunities to ...

Wendy Keneipp

2022-11-07

We love to talk about businesses, dissect the models, think about how other ideas could ...

Kevin Trokey

2022-10-31

We all want great results, but how many of us are willing to embrace the required level ...

Kevin Trokey

2022-10-24

History repeats itself. Yet, we often fail to learn from past lessons because we don’t ...

Wendy Keneipp

2022-10-17

A healthy culture can drive an organization to success like an unhealthy culture can run ...

Kevin Trokey

2022-10-10

We have spent a lot of time in this space talking about how you establish the brand you ...

Wendy Keneipp

2022-10-03

Here’s a quick micromanagement test. It’s easy; you don’t even have to study for it:

Kevin Trokey

2022-09-26

Let's imagine for a moment that you were going to start a new business. How would you ...

Kevin Trokey

2022-09-19

Give me a reason to do business with you. Don’t make me guess what it is; tell me ...

Wendy Keneipp

2022-09-12

Customers don’t make major buying decisions in one meeting. I know it’s not what you want ...

Wendy Keneipp

2022-09-06

Owning a business is often an all-consuming endeavor where the owner spends most of their ...

Kevin Trokey

2022-08-29

Can you hear it? Can you hear the droning sound eerily reminiscent of a buzzing brood of ...

Kevin Trokey

2022-08-22

Most everyone has heard Wayne Gretzky’s explanation of his success, “I skate to where the ...

Wendy Keneipp

2022-08-15

Many things happen in our lives we often don't get to choose – colleagues, systems, ...

Kevin Trokey

2022-08-08

Sales results are often a point of contention for organizations, benefits agencies in ...

Wendy Keneipp

2022-08-01

Begin educating buyers through marketing activities well before the sales meeting ever ...

Kevin Trokey

2022-07-25

One of insurance and benefits agencies' great challenges is overcoming the perception and ...

Kevin Trokey

2022-07-18

The best agencies put their people in positions that allow them to make the most ...

Wendy Keneipp

2022-07-11

This article was originally published here and has been edited to include needed and ...

Wendy Keneipp

2022-07-05

Silos are common in insurance agencies because of the two distinct teams that make up the ...

Kevin Trokey

2022-06-27

WARNING: just a heads up on this week’s blog. It may be slightly more raw and less ...

Kevin Trokey

2022-06-20

Running a business is more complex and complicated than ever before. Business owners ...

Kevin Trokey

2022-06-13

Which of the following best describes our industry? Young, energized, exciting, and ...

Kevin Trokey

2022-06-06

In an industry that has historically operated with a "lone wolf" mentality, outsourcing ...

Kevin Trokey

2022-05-31

We led an in-person sales training program a few years back and had gotten to the end of ...

Wendy Keneipp

2022-05-23

Revenue management is arguably the most important job a company leader has. Without ...

Kevin Trokey

2022-05-16

SHIFT-ton – noun. A unit of measurement used to weigh the reasons you should attend ...

Kevin Trokey

2022-05-09

One of the biggest challenges for producers is keeping their pipeline full and healthy. ...

Kevin Trokey

2022-05-02

Are you selling so that you are delivering what your clients WANT to buy, or are you ...

Wendy Keneipp

2022-04-25

As a consultative salesperson or an advisor, you should never sell products. You should ...

Kevin Trokey

2022-04-18

In a recent blog post, we discussed the need to move away from a commoditized approach to ...

Kevin Trokey

2022-04-11

We see so much fear in the market. We see the fear of new competitors, technology, and of ...

Kevin Trokey

2022-04-04

“The competitor to be feared is one who never bothers about you at all, but who goes on ...

Wendy Keneipp

2022-03-28

We have an internal process where we reflect on the week with a few questions and written ...

Kevin Trokey

2022-03-21

You’ve heard it before, “You can’t manage what you don’t measure.”

Kevin Trokey

2022-03-14

Ours is an accidental industry in many ways. Most of us end up in the industry ...

Wendy Keneipp

2022-03-07

All operational areas of a company will have the greatest chance for success when there ...

Kevin Trokey

2022-02-28

I was one of those kids that loved math; I still do. Numbers always have spoken to me. ...

Kevin Trokey

2022-02-21

Before reading any further, what would you say if you were to make a cold call right now? ...

Kevin Trokey

2022-02-14

It's hard to deny that confidence is attractive. Whether in a social or corporate ...

Kevin Trokey

2022-02-07

One of the activities we take most seriously at Q4i is establishing a theme for the year. ...

Kevin Trokey

2022-01-31

How much time have you spent over the last couple of years vetting new solutions to offer ...

Kevin Trokey

2022-01-24

More times than you can count, you have heard us say that selling is a difficult and ...

Kevin Trokey

2022-01-17

You’ve known this since you were a kid—stories are powerful. They make ideas and ...

Kevin Trokey

2022-01-10

I often hear insurance and benefits producers complain about their service team: "The ...

Kevin Trokey

2022-01-03

If you read our recent blog (It’s Time to Prospect and Sell Your Ass Off), you know there ...

Wendy Keneipp

2021-12-28

Grab a cup of coffee and settle in for a little reading. 2021 was the year we started ...

Kevin Trokey

2021-12-20

WARNING - You're going to lose more business than usual in 2022. If you read our blog ...

Kevin Trokey

2021-12-13

As a producer's book of business grows, it becomes more difficult to continue selling new ...

Kevin Trokey

2021-12-06

One of the things that slows the growth of so many organizations is the reluctance to ...

Wendy Keneipp

2021-11-29

It’s planning season and our annual planning guides are available for download! ...

Kevin Trokey

2021-11-22

One of the primary reasons our clients approach us is in the first place is their ...

Kevin Trokey

2021-11-15

For those of you in the employee benefits side of the industry, I don't have to tell you ...

Wendy Keneipp

2021-11-08

“Selling is a transfer of confidence.” This is one of our favorite Q4i-isms. But you ...

Kevin Trokey

2021-11-01

You don’t get to choose your results. You choose your habits, and they determine your ...

Wendy Keneipp

2021-10-25

Ah, email. It’s a bit of a love-hate relationship, isn’t it?

Kevin Trokey

2021-10-18

Many agencies are at a complete loss as to why they aren’t getting the results they need. ...

Kevin Trokey

2021-10-11

We all understand how important it is to be known as someone of high character. When it ...

Kevin Trokey

2021-10-04

As we work with agencies and other industry businesses, it is clear how far many still ...

Kevin Trokey

2021-09-27

One of the most significant challenges for salespeople today is remaining relevant and ...

Kevin Trokey

2021-09-20

We hear alarm bells sounding all the time. Evidently, the insurance and benefits industry ...

Kevin Trokey

2021-09-13

As an industry filled with almost identical business models, it is no surprise that those ...

Wendy Keneipp

2021-09-07

We're huge fans of the Bob Burg and John David Mann’s Go-Giver series. If you haven’t ...

Kevin Trokey

2021-08-30

As this post goes live, we are in the process of kicking off #Q4Live Seattle 2021.

Kevin Trokey

2021-08-23

As different as they are in some ways, prospecting and marketing efforts have several ...

Kevin Trokey

2021-08-16

As an industry filled with businesses that have almost identical business models, it is ...

Wendy Keneipp

2021-08-09

How much do you think about and care about your business? Quite a bit? Maybe sometimes ...

Kevin Trokey

2021-08-02

Let me go out on a limb here. I’m going to guess one of your top goals this year (and ...

Kevin Trokey

2021-07-26

“When you take care of your team, they’ll take care of your business.” - Richard Branson ...

Kevin Trokey

2021-07-19

Too many salespeople are on a Quixotic pursuit of mysterious truths to drive their sales ...

Kevin Trokey

2021-07-12

Raise your hand if you have a personal brand? Of course, that’s a trick question. ...

Wendy Keneipp

2021-07-06

When you’re presenting or maybe talking to a colleague, client, or prospect, do you ever ...

Kevin Trokey

2021-06-28

Believe it or not, we're halfway through the year. This means it's time to revisit your ...

Eliza Culhane

2021-06-21

The evolution of marketing and branding has developed so aggressively over the last ...

Kevin Trokey

2021-06-14

Fixing healthcare financing (insurance and related strategies) and delivery (everything ...

Wendy Keneipp

2021-06-07

“I’ve never worked anywhere where there is so much gratitude expressed.” So this one ...

Kevin Trokey

2021-06-01

One of the greatest challenges faced by agencies is the ability to successfully hire new ...

Wendy Keneipp

2021-05-24

You invest a lot of time and money into your marketing activities to increase awareness ...

Kevin Trokey

2021-05-17

It’s not so much that the questions scare salespeople; it's the lack of answers they find ...

Wendy Keneipp

2021-05-10

This is a question often debated, and you’ll find varying opinions. So I recommend ...

Kevin Trokey

2021-05-03

We talk about books a lot, referencing them as part of our philosophies, our curriculum, ...

Kevin Trokey

2021-04-26

Over the past few weeks, I've posted a handful of polls on LinkedIn to understand where ...

Kevin Trokey

2021-04-19

Thinks WAY too many of your prospects. One of the great things about being a benefits ...

Kevin Trokey

2021-04-12

Can you believe it? Renewal season is just around the corner! I know what you’re ...

Wendy Keneipp

2021-04-05

Unless you geek out on organization, processes are typically not viewed as fun, exciting, ...

Kevin Trokey

2021-03-29

We say it all the time; selling is a difficult and scary job. It's not for everyone. But, ...

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