Kevin Trokey is founding partner and coach at Q4intelligence. He is driven to ignite curiosity and to push the industry through the barriers that hold it back. As a student of the insurance industry, he channels his own curiosity by observing and studying the players, the changing regulations, and the business climate that influence us all. Because a face-value analysis is rarely sufficient, his constant analysis takes him to a depth of understanding that allows for a healthier perspective; a perspective that enables agency leaders to understand their personal barriers and to craft strategies to knock those barriers down.
As a coach for agency development, marketing, and sales, he helps define the vision of where agencies want and need to go as an organization – the unifying piece most agencies lack. He then brings clarity to the processes that move agencies from where they are today to where they envision themselves being tomorrow.
One of the most clichéd claims made in our industry is that of being a “trusted adviser.” Sure, trust is essential. Clients need to trust in your ability to do your job, and they need to trust in your intentions when giving advice. But is earning trust brag-worthy? Isn’t trust a minimum expectation of the […]
In just about any role you may fill in your business, there are a consistent handful of skills necessary to succeed. Chances are, you have a natural gift for some of them. Likely, this gift is what attracts you to any particular role in the first place. However, many of the skills you need must […]
How many of you have ever put together a proposal for a prospect, and the more you worked on it, the more excited you got? By the time you have it finalized, it’s all you can do to not run over to their office right away. After all, it is SO OBVIOUS that you have […]
When discussing acquisition strategy with producers, I’ll often hear them say, “Yeah, we compete on price, but we retain on service.” The fact they even make this statement is a sign they know price alone isn’t enough. Yet, they don’t take the time to build a sales process that takes the decision away from price alone. Price is always […]
Based on conversations we have every day, we know the concept and execution of a successful marketing strategy is one of the greatest challenges that benefits agencies struggle with. While agencies have survived without such a strategy and plan in the past, those days are over. Sadly, not only do we hear of the marketing […]
If only I had a dollar for every time I heard an insurance agency claim, “What really sets us apart from our competition is the level of service we provide.” If I did, I’d likely be writing this blog from the cabin with my 40-foot yacht moored behind my oh-so-big beach house. If you find […]
When was the last time you bought a new car? If it has been in the last few years, according to industry sources, the process probably went a little bit like this. There is an almost 90% likelihood that you started your research online. When just starting your research, there is a six-in-10 likelihood you were […]
You don’t have to scroll very far in your social media timeline to see the posts of outrage and calls for transparency aimed at the players in today’s healthcare insurance game. And, rightfully so. The waste, fraud and, at times, seemingly criminal behavior of the BUCAHs, pharma and healthcare providers is a travesty. It has […]
On some accounts, your commission payments may be too high. On some accounts, your commission payments may be too low. And on some accounts, your commission payments may be juuusst right. When the commissions are too high or too low, you need to make adjustments. And, whether they are too high, too low or just […]
I’ve been caught a little off guard recently. I am seeing a level of panic in the industry that I don’t think I’ve seen since Parker Conrad was threatening to drink the industry’s milkshake. Chances are, you have been reading about the exciting trend taking root in the industry. Advisers are reengineering how they build medical […]
Of course, insurance advisers can’t save healthcare alone, but they will play a pivotal role. We must first recognize the key players: Employers (purchasers of healthcare via health insurance) Employees/dependents (consumers of healthcare) Physicians/hospitals/clinics (providers of healthcare) Insurance carriers (financiers of healthcare) Insurance brokers/advises (role varies dramatically) To truly save healthcare will require collective change […]
I’m sure you are as tired of reading about Zenefits as I am of writing about it, but, as much as I may want to, it’s hard to turn away from a train wreck in progress. Wendy Keneipp and I have spent more time reading, writing and talking about Zenefits than we care to admit. We have […]