Alex, I’ll take ‘Confidence’ for the Win
Kevin Trokey
2021-03-01
In sales, confidence doesn’t come from the win; it is the win that results from ...
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Screw Being a Trusted Advisor, Be a Go-to Advisor
Kevin Trokey
2021-02-08
One of the most cliché claims made in our industry is that of being a "trusted advisor." ...
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The Impact of Change Fatigue on Your Sales Efforts
Kevin Trokey
2020-10-19
How many of you have ever put together a proposal for a prospect, and the more you worked ...
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Take-offs, Landings, and Emergencies-In-Flight
Kevin Trokey
2020-07-27
When I was still working inside an insurance agency, I received an urgent-sounding call ...
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Finding Common Ground in Healthcare: People-centric Approach is Best
Wendy Keneipp
2020-03-02
At the NAHU Capitol Conference 2020 in Washington, DC, a similar message came up again ...
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To Prospect or Market, THAT is the Question
Kevin Trokey
2020-01-13
One of the biggest struggles for agencies and producers is the ability to maintain a ...
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Client and Prospect Communications Shouldn't be the Same
Wendy Keneipp
2019-10-07
Stop thinking of communication with employers as one-size-fits-all. That’s just not the ...
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Employee Benefits Communication Is More Complicated Than You Think
Wendy Keneipp
2019-09-09
I doubt anyone disagrees that having good communication with employees is a core business ...
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Takeaways from SIIA Executive Forum: Beyond Disruptors & Rockstars – Let’s Talk Execution
Wendy Keneipp
2019-04-22
I recently attended Self-Insurance Institute of America’s (SIIA) conference, Self-Insured ...
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Service As A Differentiator (It’s just SAAD)
Kevin Trokey
2019-04-08
If only I had a dollar for every time I heard an insurance agency claim, “What really ...
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