{
  "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": "/2020/12/28/take-offs-landings-and-emergencies-in-flight/",
        "title": "Take-offs, landings and emergencies-in-flight",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "December 28, 2020",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/06/Airplanes.jpg",
          "width": "0",
          "height": "0"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "When a producer plays their proper role when taking care of the client, way fewer issues crop up and threaten the relationship.",
        "body": null
      },
      {
        "uri": "/2020/11/23/an-inconvenient-sales-truth/",
        "title": "An inconvenient sales truth",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "November 23, 2020",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2020/06/Trailblazer.jpg",
          "width": "0",
          "height": "0"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "The reality is you will lose every account the same way you won it.",
        "body": null
      },
      {
        "uri": "/2020/10/14/grow-your-business-with-land-and-expand/",
        "title": "Grow your business with 'land and expand'",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "October 14, 2020",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2020/09/LocationexpandShutterstck.jpg",
          "width": "0",
          "height": "0"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "The concept is simple: Recognize that the big decisions you ask your clients to make are made up of several smaller ones.",
        "body": null
      },
      {
        "uri": "/2020/09/22/how-to-better-recruit-for-your-sales-team/",
        "title": "How to better recruit for your sales team",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "September 22, 2020",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2020/08/MagnetRecruitShutterstock.jpg",
          "width": "0",
          "height": "0"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Just as you maintain a pipeline of prospects, you should do the same with potential candidates.",
        "body": null
      },
      {
        "uri": "/2020/08/12/the-power-of-compound-improvement/",
        "title": "The power of compound improvement",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "August 12, 2020",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2020/07/BalloonsCompoundShutterstock.jpg",
          "width": "620",
          "height": "380"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "What if I challenged you to grow your book by 60% this year?",
        "body": null
      },
      {
        "uri": "/2020/07/16/why-marketing-is-a-critical-daily-function/",
        "title": "Why marketing is a critical daily function",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "July 16, 2020",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2020/06/BusinessmanCapeShutterstock.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Marketing is not a new business idea, but in many ways, it is for insurance agencies.",
        "body": null
      },
      {
        "uri": "/2020/06/24/own-the-problem-or-it-will-own-you/",
        "title": "Own the problem (or it will own you)",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "June 24, 2020",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2020/06/BallandChainShutterstock.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "Because of their focus on sales, too many agency owners/leaders tend to ignore problems when they arise.",
        "body": null
      },
      {
        "uri": "/2020/06/19/benefitspro-broker-expo-vendor-relationships-not-working/",
        "title": "BenefitsPRO Broker Expo: Vendor relationships not working?",
        "byline": "Kevin Trokey",
        "kicker": "Event",
        "prettyDate": "June 19, 2020",
        "timeToRead": "6 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2020/06/RelationshipCommunicationShutterstock.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/event/",
            "sectionName": "Event"
          }
        ],
        "summary": "To effectively serve their employer clients, advisors must work cohesively with the right vendor-partners to deliver that impact.",
        "body": null
      },
      {
        "uri": "/2020/06/11/changing-our-course-a-call-to-create-an-industry-of-inclusion-and-diversity/",
        "title": "Changing our course: A call to create an industry of inclusion and diversity",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "June 11, 2020",
        "timeToRead": "11 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2020/06/shutterstock_1235192344-1.jpg",
          "width": "750",
          "height": "500"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "We cannot stand silent and allow this moment to simply be one more that passes. Nor is it enough to use our voices only until the initial outrage subsides. We must use this moment as a catalyst for change.",
        "body": null
      },
      {
        "uri": "/2020/05/19/are-dual-roles-holding-you-back/",
        "title": "Are dual roles holding you back?",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "May 19, 2020",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2020/04/SplitPersonalityShutterstock-1.jpg",
          "width": "620",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "Wearing multiple hats is usually done out of necessity; however, that doesn't eliminate the fundamental problem of dual roles.",
        "body": null
      }
    ]
  }
}