{
  "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": "/2019/04/26/the-darwin-awards-of-the-insurance-industry/",
        "title": "The Darwin Awards of the insurance industry",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "April 26, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/03/BSL_16_03_0318_11_img001.jpg",
          "width": "200",
          "height": "245"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "While one end of our industry pool is being chlorinated, the other is proving to be a fertile sea birthing effective, helpful advisors.",
        "body": null
      },
      {
        "uri": "/2019/04/09/stop-selling-and-start-helping-your-prospects-to-buy/",
        "title": "Stop selling and start helping your prospects to buy",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "April 09, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/03/BSL_16_03_0318_11_img001.jpg",
          "width": "200",
          "height": "245"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "Marketing has to be a critical function of your business. If you aren't present at each leg of the buyer's journey, you don't exist.",
        "body": null
      },
      {
        "uri": "/2019/03/14/you-only-work-on-referrals-really/",
        "title": "You only work on referrals? Really?",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "March 14, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/03/BSL_16_03_0318_11_img001.jpg",
          "width": "200",
          "height": "245"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "Often, producers will, with seeming pride, tell me “Oh, I only work on referrals.” In theory, this is a terrific idea. In execution, it's tragic.",
        "body": null
      },
      {
        "uri": "/2019/02/05/3-sales-tools-youre-not-using/",
        "title": "3 sales tools you're not using",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "February 05, 2019",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/03/BSL_16_03_0318_11_img001.jpg",
          "width": "200",
          "height": "245"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Here are three simple actions you can take that put a bit of burden on the buyer without pushing them away.",
        "body": null
      },
      {
        "uri": "/2019/01/10/its-time-to-double-up-on-your-number-of-renewals/",
        "title": "It's time to double up on your number of renewals",
        "byline": "Kevin Trokey",
        "kicker": "Expert Opinion",
        "prettyDate": "January 10, 2019",
        "timeToRead": "5 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/03/BSL_16_03_0318_11_img001.jpg",
          "width": "200",
          "height": "245"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/expert-opinion/",
            "sectionName": "Expert Opinion"
          }
        ],
        "summary": "How many brokers are conducting a mid-year stewardship meeting where the purpose is to renew the relationship with the client?",
        "body": null
      },
      {
        "uri": "/2018/12/06/you-aint-got-no-alibi-your-pipelines-ugly/",
        "title": "You ain't got no alibi – your pipeline's ugly!",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "December 06, 2018",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/03/BSL_16_03_0318_11_img001.jpg",
          "width": "200",
          "height": "245"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Yeah, fourth quarter is busy, I get that, but prospecting is about the last thing a producer should ignore.",
        "body": null
      },
      {
        "uri": "/2018/11/06/value-based-insurance-design-the-latest-bright-and-shiny/",
        "title": "Value-based insurance design: the latest bright-and-shiny",
        "byline": "Kevin Trokey",
        "kicker": "Best Practices",
        "prettyDate": "November 06, 2018",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/03/BSL_16_03_0318_11_img001.jpg",
          "width": "200",
          "height": "245"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "The spotlight on the latest hot benefit solution blinds advisors to all of the other solutions that came before and are collecting dust in the toolbox.",
        "body": null
      },
      {
        "uri": "/2018/10/09/linkedin-no-place-for-wallflowers/",
        "title": "LinkedIn: No place for wallflowers",
        "byline": "Kevin Trokey",
        "kicker": "Expert Opinion",
        "prettyDate": "October 09, 2018",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/03/BSL_16_03_0318_11_img001.jpg",
          "width": "200",
          "height": "245"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/expert-opinion/",
            "sectionName": "Expert Opinion"
          }
        ],
        "summary": "Networking on social media isn't much different from traditional networking. It starts with just showing up.",
        "body": null
      },
      {
        "uri": "/2018/09/05/why-brokers-should-be-afraid-of-amazon-co-s-new-venture/",
        "title": "Why brokers should be afraid of Amazon & Co.'s new venture",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "September 05, 2018",
        "timeToRead": "4 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/08/Spotlight.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "Now is the time to re-engineer your business to separate yourself from the carriers and to formally serve your clients.",
        "body": null
      },
      {
        "uri": "/2018/08/09/when-an-ownership-mentality-hurts-you/",
        "title": "When an ownership mentality hurts you",
        "byline": "Kevin Trokey",
        "kicker": "Commentary",
        "prettyDate": "August 09, 2018",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/03/BSL_16_03_0318_11_img001.jpg",
          "width": "200",
          "height": "245"
        },
        "authors": [
          {
            "webUrl": "/author/profile/kevin-trokey/",
            "name": "Kevin Trokey"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "For some, ownership is a “free pass” that allows them to not be accountable to anyone and therefore to not have to perform. ",
        "body": null
      }
    ]
  }
}