{
  "author": {
    "name": "Kevin Trokey",
    "webUrl": "/author/profile/kevin-trokey/",
    "description": "",
    "imageLarge": "https://secure.gravatar.com/avatar/f16d6fc2845f417ea0e93a3f2b6cd37d?s=136&d=mm&r=g",
    "estimate": 126,
    "social": [],
    "articles": [
      {
        "uri": "/2024/04/11/3-sales-objections-replace-fight-or-flight-with-sales-swagger/",
        "title": "3 sales objections: Replace fight or flight with sales swagger",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "April 11, 2024",
        "timeToRead": "5 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2024/04/AdobeStock_659769523.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Here are some suggested responses to three of the most common objections you'll likely hear.",
        "body": null
      },
      {
        "uri": "/2024/03/19/benefitspro-expo-preview-build-business-momentum-with-sustainable-growth-strategies/",
        "title": "BenefitsPRO Expo Preview: Build business momentum with sustainable growth strategies",
        "byline": "Wendy Keneipp and Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "March 19, 2024",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/09/05_Diverse-business-people.jpg-image620x372.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/wendy-keneipp/",
            "name": "Wendy Keneipp"
          },
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Growth is an ongoing process of learning, adapting, and overcoming challenges.",
        "body": null
      },
      {
        "uri": "/2024/03/15/business-therapy-its-not-you-its-them/",
        "title": "Business therapy: It's not you, it's them",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "March 15, 2024",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/02/Trokey-Kevin-2021-MI.jpg",
          "width": "0",
          "height": "0"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "You need to be the one having powerful conversation and lending a genuinely interested ear to your prospects and clients. And it's more attainable than you realize.",
        "body": null
      },
      {
        "uri": "/2024/02/27/of-course-youre-gonna-lose-sometimes/",
        "title": "Of course you're gonna lose (sometimes)",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "February 27, 2024",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2024/02/AdobeStock_85522675.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "While there is one ultimate definition of success in selling, there are things that we must celebrate along the way.",
        "body": null
      },
      {
        "uri": "/2024/01/31/are-these-6-things-taking-your-benefits-business-down/",
        "title": "Will these 6 things take your benefits business down?",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "January 31, 2024",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2024/01/AdobeStock_392231175.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "Here is a summary of research and analysis of six vulnerabilities that can bring benefits businesses down:",
        "body": null
      },
      {
        "uri": "/2023/12/04/benefits-agencies-must-tear-down-internal-walls-to-create-a-unified-team/",
        "title": "Benefits agencies must tear down internal walls to create a unified team",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "December 04, 2023",
        "timeToRead": "5 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2023/11/AdobeStock_474377652.jpg",
          "width": "637",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "When you refer separately to your \"sales team\" and your \"service team,\" you create separation and internal conflict.",
        "body": null
      },
      {
        "uri": "/2023/11/06/reposition-your-role-as-a-benefits-advisor/",
        "title": "Reposition your role as a benefits advisor ",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "November 06, 2023",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/02/Trokey-Kevin-2021-MI.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "It's time to change how you look at the role you play in the business lives of your clients.",
        "body": null
      },
      {
        "uri": "/2023/10/10/3-reasons-your-agency-might-not-survive-a-recession/",
        "title": "3+ reasons your agency might not survive a recession",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "October 10, 2023",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/02/Trokey-Kevin-2021-MI.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Exposures often lead business owners to cut the wrong expenses and avoid the right investment.",
        "body": null
      },
      {
        "uri": "/2023/09/05/a-choice-of-dramatically-different-paths/",
        "title": "A choice of dramatically different paths",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "September 05, 2023",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/06/career-decision-Article-202106091434.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "If you pile new stuff onto an unstable foundation, don't be surprised if the structure crumbles under your feet.",
        "body": null
      },
      {
        "uri": "/2023/08/22/not-training-your-team-shame-on-you/",
        "title": "Not training your team? Shame on you",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "August 22, 2023",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/02/Trokey-Kevin-2021-MI.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "The best talent in any field needs, expects, and demands to be given the tools to be successful.",
        "body": null
      }
    ]
  }
}