I don't have to tell you that t's a scary time in our industry. I talk to agency owners every day who are afraid. There are a lot of insurance agency fears, but the scariest thing for most is the concern over their ability to grow their agency predictably in the future.

While the current changes and disruption the industry is experiencing have caused the fear to reach a fevered pitch, the circumstances driving that fear are nothing new. Until now, the fears have simply been ignored.

You have heard me say many times, “The financial reward for mediocrity in our industry has been way too high.” It's this historic financial reward that has allowed agencies to survive, even thrive, despite irrational reactions to (or avoidance of) their core fears. Unfortunately for many, with bonuses and commissions being slashed, they are being forced to face those fears and respond in, what for many, are very difficult ways.