Industry Insights

It’s no secret that the financial security profession is aging. We’ve been talking about the graying of the profession for years amid our struggle to attract new blood. Now, with the onset of the “great resignation,” we may be reaching a critical point.

The Pew Research Center reports that nearly 30 million baby boomers retired in the third quar...

Thank you Amy and Austin for the new books! Further proof that the “presenter learns more than the attendee.”

#LearningAndDevelopment
#CycleOfContinuousImprovement

Today's customers are more informed, but still want a discussion partner. There is too much information to consider. For that reason, thoughtful people want an Advisor who will give them the human touch.
Advisors are not going away... they will be bigger and stronger!
In this short video, Troy talks to The Culture Matters, Jay Doran, about where the ...

Revenue drives business growth. Long-term revenue is achieved by putting the customer first in everything we do.
The insurance marketplace is going through a tsunami of transformation. Market leaders of the future will develop products and service offerings as solutions to the customer's needs.

#OpenPlatformProductSolutions #ProductsAndServices #In...

Segment existing relationships and new prospects. Ideal customers want and need the products and services you offer. Do not waste time with people who do not fit your business model.

"Birds of a feather, flock together."
Example... segments might include, hospitality, doctors, CPA's, etc.
Spend time defining your market and position yourself as a di...

Small business owners must have a robust recruiting strategy to compete in today's competitive marketplace. To grow your team, focus on the fundamentals with relentless execution.
Today's top recruits are usually not the one's to answer ads or message boards. They must be "found and recruited." If you are looking for a treasure... you usually have t...

Agency Business Owners, Team Members, and Carrier Employees should constantly be updating scripts. Continuous improvement should be the goal for all customer interactions. Have a script for in-person, over the phone, or virtual. The objectives should be the same. In this one minute video short clip, TK talks about the importance of roleplay.

#Busi...

Every business owner should be standing up new capabilities to ensure increased revenue and profits. One of the most important capabilities is to leverage your team to develop new business. Don’t make them feel like you are just giving them one more task to do during the day. This is more important than just another box to check. Give them enough r...

Successful leaders are always upping their game.
To attract a high-caliber recruit to your team, you must be high-caliber. We must work harder improving our own skills to attract someone with the skills needed to serve our customers now and in the future. Never stop growing and never stop learning!
In this video short, TK discusses recruiting and sel...

It is hard to believe that we are already 8 months in to the year!
We should all be gearing up for the beginning of the planning season in October. Leaders are already thinking about budgets for 2023. We should all be focusing on ending 2022 strong and preparing our strategies to grow our businesses.
Helping your discussion partner advisors create ...