Are you familiar with the Darwin Awards? From Google: “Chlorinating the gene pool. We commemorate those who improve our gene pool—by removing themselves from it in the most spectacular way possible.”

For those in our industry who have created an agency environment that embraces change, you should be celebrating the chlorination of the industry pool taking place. May I introduce the “Darwin Awards: Insurance Agency Edition.”

AWARD — I thought you loved me

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

The remains of T.R. Aditional, a 20-year industry veteran, were found last month in his office. He was curled up in the fetal position clutching “love letters” (actually Broker of Record letters). T.R. will forever be remembered for his catchphrase, “It's a RELATIONSHIP business, you fool!” Upon closer inspection, the BORs weren't love letters. Instead, they were breakup letters from ex-clients who needed more than he could offer.

AWARD — Look at me

Agency partners Rocky Starr, Benny Ninja and Chris Ruptor mysteriously vanished. They briefly achieved cult-like social media fame for taking an over-the-top approach to attacking other players in the market. Despite rumors that they still received 95 percent of their revenue from these sources, they were relentless in their attacks. The partners were last seen answering the door to a group of not-so-happy visitors wearing BUCAH jackets.

AWARD — The sky is falling

Ima N. Denial, an agency owner, was found crushed under the remains of her collapsed business. When advised to abandon her old agency structure and build something more secure, she would lash back, “This structure has always served us well; there is no need to change!” Alas, she wasn't the only victim of her neglect. Countless team members were also lost.

AWARD — I'm so hungry

Joe “Feed Me” Seymour met an untimely, yet also completely avoidable, demise. “Feed Me” took great pride in only working on referrals. Those closest to him knew that this really meant he simply waited for opportunities to show up.

His emaciated book of business is clear evidence that his demise was the result of malnutrition and ultimately starvation due to the depletion of his referral pantry.

Meanwhile, at the other end of the pool

Yes, there are two ends of the industry pool, and it's the same sources of change that are driving the two drastically different outcomes. In the other end of the pool are those who find themselves swimming in a blue sea of opportunity. This next evolution of advisors have the ability to:

• Be seen by clients as the most valuable advisor on their team.

• Help clients achieve significant cost savings to their benefit program, while also increasing the level of benefits.

• Grow their agencies at unprecedented rates at both the top and bottom line.

While one end of our industry pool is being chlorinated, the other is proving to be a fertile sea birthing a new generation of impactful advisors.

Darwin would be proud.

Read more:

Instant Insights /

The Darwin Awards of the insurance industry

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