{
  "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": "/2023/05/22/why-should-i-buy-from-you-2/",
        "title": "Why should I buy from you?",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "May 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": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "Give me a reason, and I'll buy from you today; but be prepared to adjust so that I'll still have a valid reason tomorrow.",
        "body": null
      },
      {
        "uri": "/2023/04/17/wanna-start-a-new-business/",
        "title": "Wanna start a new business?",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "April 17, 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": "If it doesn't make sense to start a business built on this model, why would you continue using that model for your current business?",
        "body": null
      },
      {
        "uri": "/2023/03/15/stop-interrupting-and-start-helping/",
        "title": "Stop interrupting and start helping",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "March 15, 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": "I understand that prospecting isn't easy, and it's more difficult today than ever before. But it's still the foundation of the sales job producers sign up for.",
        "body": null
      },
      {
        "uri": "/2023/01/02/referral-agreements-with-pc-producers-make-no-sense/",
        "title": "Referral agreements with P&C producers make no sense",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "January 02, 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": "I don't know of any producer or agency who has engaged an outside telemarketer and been satisfied with the quantity or quality of opportunities they receive.",
        "body": null
      },
      {
        "uri": "/2022/11/07/is-your-sales-desperation-driving-clients-away/",
        "title": "Is your sales desperation driving clients away?",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "November 07, 2022",
        "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": "Even when you give them your best effort, you'll still lose clients; however, it should never be because you performed to any standard less than your best.",
        "body": null
      },
      {
        "uri": "/2022/10/06/build-your-client-relationship-on-appreciation-not-resentment/",
        "title": "Build your client relationship on appreciation, not resentment",
        "byline": "Kevin Trokey",
        "kicker": "Career Moves",
        "prettyDate": "October 06, 2022",
        "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": "/career-moves/",
            "sectionName": "Career Moves"
          }
        ],
        "summary": "Are you delivering what your clients want to buy, or holding them hostage by focusing on what they have to buy?",
        "body": null
      },
      {
        "uri": "/2022/09/15/good-service-isnt-a-differentiator-but-delivering-improved-results-sure-is/",
        "title": "'Good service' isn't a differentiator, but delivering improved results sure is",
        "byline": "Kevin Trokey",
        "kicker": "Analysis",
        "prettyDate": "September 15, 2022",
        "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": "/analysis/",
            "sectionName": "Analysis"
          }
        ],
        "summary": "Quality service is a client's minimum expectation.",
        "body": null
      },
      {
        "uri": "/2022/08/01/accountability-isnt-a-4-letter-word-but-fail-is/",
        "title": "'Accountability' isn't a 4-letter word, but 'fail' is",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "August 01, 2022",
        "timeToRead": "4 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": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "In an even marginally successful organization, accountability results in far more opportunities to celebrate than it does in criticism.",
        "body": null
      },
      {
        "uri": "/2022/06/12/character-beyond-question-or-questionable-character/",
        "title": "Character beyond question? Or questionable character?",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "June 12, 2022",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2022/04/Business-woman-puzzled-Article-202205191155.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "If leadership is about any one thing, it is about influence, and nothing will erode your influence faster than questionable character.",
        "body": null
      },
      {
        "uri": "/2022/05/09/embrace-your-inner-start-up/",
        "title": "Embrace your inner start-up",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "May 09, 2022",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2022/03/Running-businessman-racing-with-a-man-on-a-rocket-Article-202204191252.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "We could all benefit from operating with the energy and excitement that is more common in startup businesses.",
        "body": null
      }
    ]
  }
}