Several years ago, I was speaking with an insurance agency principal about the future of the agency. This is a profitable agency with a solid history and equipped with the tools and resources to surge ahead.

I asked the principal his goals for the agency over the next 5–10 years and his answer surprised me. Instead of talking about growth and expansion, he spoke about maintenance and survival.

As I travel the country speaking with agency leaders, company representatives and other thought leaders, I have come to realize that this mindset is all too common.

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