ARE YOU FAMILIAR WITH the
Darwin Awards? From Goo-
gle: “Chlorinating the gene
pool. We commemorate
those who improve our gene
pool—by removing them-
selves 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
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. Count-
less 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 ulti-
mately starvation due to the deple-
tion of his referral pantry.
MEANWHILE, AT THE OTHER END
OF THE POOL
Yes, there are two ends of the indus-
try 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 advi-
sors have the ability to:
• Be seen by clients as the most valu-
able 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.
The Darwin Awards of the insurance industry
by Kevin Trokey
is a founding
parter of Q4
He is a
two ends of
it’s the same
Disclaimer: This is a work of fiction.
Names, characters, businesses,
events, and incidents are either the
products of the author’s imagination
or used in a fictitious manner. Any
resemblance to actual persons,
living or dead, or actual events is
purely coincidental — as much as
you may think they’re about you.