I don’t have to tell you, it’s scary times in our industry. Italk to agency owners every day who are afraid. There are a lot ofinsurance agency fears, but the scariest thing for most is theconcern over their ability to grow their agency predictably in thefuture.

While the current changes and disruption the industry isexperiencing has caused the fear to reach a fevered pitch, thecircumstances driving that fear are nothing new. Until now, thefears have simply been ignored.

You have heard me say many times, “The financial reward formediocrity in our industry has been way too high.” It’s thishistoric financial reward that has allowed agencies to survive,even thrive, despite irrational reactions to their core fears.Unfortunately for many, with bonuses/commissions being slashed,they are being forced to face those fears and respond in, what formany, are very difficult ways.

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