Kevin Trokey is founding partnerand coach at St. Louis-based Q4intelligence.

We spend a fair amount of time and energy training insurance producers. Given that it is their agency owners who engage our services, somewould rather be anywhere else but sitting there with us for twodays of training. We call these folks “hostages.”

But we urge them to keep an open mind, encourage them tochallenge everything we teach, and take time toexplain why each step is effective and necessary. We help them totake ownership of the broker sales process.

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