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Disgruntled and sad person sitting at the computer

The Sales Language That's Costing You Deals

A frustrated businessperson sitting at their desk.

The Reason Good Hires Keep Failing At Your Agency

Guy holding a box with personal items leaving the office after being fired

The Accidental Agency: The People Decisions That Keep You Stuck and How to Change Them

Defeated business woman with urgent sticky notes all over her

The Accidental Agency: Why Benefits Agency Owners Stay Stuck and How to Break Out

Business person presenting confidently at a meeting

Your Effort Makes a Difference

The concept of being in control and driving the sales process. A person with both hands on the wheel of a car.

Be a Control Freak

Benefits advisor leading a consultative sales conversation with a client

You’re a Sales Organization First and a Benefits Agency Second

A businessperson who is having a bad meeting with clients.

Why Benefits Brokers Lose in the First Meeting (And How to Fix It)

A businessman who is excited about being at work

Why Excellence Is the Least Exhausting Path

A frustrated and confused businessperson wondering what is going on

Why Your Agency Growth is Stuck and What to Do About It

Concept of being a blind spot or a bottleneck. A businessperson ignoring another businessperson.

The Agency Owner's Blind Spot: You Are the Bottleneck

Two businesspeople talking to each other and building trust

Habits That Drive Trust When Selling

Building Trust During the Sales Process

Building Trust During the Sales Process

Businessperson being disciplined and working hard

Sales Habits & Discipline: Three Small Decisions That Shape Your Year

Desperate businessperson

The Smell of Desperation

Business friends connecting over coffee

Connection: Our 2026 Theme That Moves Everything Forward 

A sales team working together

The Questions That Separate Exceptional Producers From Average Ones 

An emotional salesperson sitting on a set of bleachers

The Emotional Cost of Being in Sales

A hand holding up three fingers on a yellow background

The Three Sources of Sales Insecurity 

An insecure salesperson staring at their laptop, concept of imposter syndrome

In Sales, Imposter Syndrome Is Real, But It’s Not the Root Problem 

Businessperson giving advice to professionals

Best Career Advice Received and Given by 7 Benefits Professionals (plus me) 

The concept of choosing an ideal client. One cube is different from the rest.

No, Not All Prospects Are Good Enough For Your Sales Pipeline

A businessperson sitting at their computer and thinking

The Employee Benefits Agency Reimagined 

A businessperson giving a seminar and other businesspeople learning

Lifelong Learning: How Benefits Advisors and Agency Leaders Stay Essential  

Business Community working together

You Don’t Have to Do It Alone: The Power of Community 

Concept of disruption. Businessperson standing apart from the rest

Before You Disrupt Healthcare, Disrupt the Buying Process 

A worker who realizes they did something stupid

RFPs Are a Stupid Way to Choose a Benefits Broker

Salesperson talking with a client

In Sales, the More You Prepare, the Luckier You Get 

Young business lady on phone

The Prospecting Habit That Separates Closers from Chasers

The idea and concept of community. A group of people in a silhouette.

F-bombs, Failures, and Forward Momentum

The concept of new client experience. A doorway with light shining through, evoking new possibilities and growth with clients

Three Ways to Turn New Clients Into Long-term Promoters 

Confident salesperson ready to take on the world

Win the Meeting Before It Starts: How Salespeople Can Prepare to Outperform the Competition

A person making a sales call

Prospect, Close, Repeat

A high-performing team after the success of a project or closing a deal.

Building a High-Performing Sales Team 

The concept of sales magic. A magician doing a card trick.

The Sales Magic You’re Looking For 

A person who is constantly learning and growing

Constant Learning, Your Sales Superpower

A businessperson with impostor syndrome thinking they're not good enough

Stop Telling Yourself You're Not Worthy

The concept of the blame game vs. real growth. Frustrated team members blaming each other.

What Is the Real Growth Bottleneck in Your Agency? 

Concept of marketing messaging and standing out in a crowd of competitors. A red pawn piece above a group of wooden pawn pieces.

When Growing Your Business, Messaging Matters 

A professional giving a dynamic presentation, reinforcing the idea that Challengers teach and educate rather than simply sell.

Controlling the Sales Conversation

The concept of excuses. A man hiding behind a counter.

Excuses Stink

The concept of being different and standing out from the crowd.

To Be Seen as Different, You Must Be Different 

The concept of community

The Power of "Us"

Person standing at the top of a summit with hands on hips, the concept of confidence

Own 2025 with Clarity and Confidence

Concept of structured processes. A business team looking at blueprints and charts.

Lack of Process = Lack of Progress

The concept of community and clubs. A business group sitting in a circle.

Why You Need Capital, Community, and Clubs

A focused and intentional business team

The Power of Being Intentional

The concept of assertive and confidence. A man holding out his hand to shake.

Be Assertive, Not Aggressive

The concept of growth. A hand holding a growing plant.

Stop Hoping, Start Growing: The Power of Intentionality

A businessperson studying to improve.

History Worth Repeating

The concept of motivation. A businessperson with his hands in the air in victory.

Three(ish) Questions To Help Maintain Growth Motivation

The concept of trust, familiarity, and recognition.

Trust, Familiarity, and Recognition

Smiling guy pointing a single finger up, displaying #1

Give Me One Reason You Can, Not 99 You Can’t

Concept of being the best. A man excitedly holding and pointing at a trophy.

Moving from “I Suck” to “I’m the GOAT”

Four hands with accusing fingers pointing at a businessperson.

Damnit, Can We Please Stop Attacking Our Own?

The concept of investing time and money.

Personal Investments Require Time and Money

The concept of results magic. A magician who has performed a successful magic trick.

Respect + Kindness = Results Magic

Concept of willpower. A climber climbing a seemingly never-ending mountain, determined to succeed.

Willpower Is a Trait, Skill, and Muscle That Determines Success

The Emotional Sport of Business and Selling

The Emotional Sport of Business and Selling

A man walking up stairs with a painted yellow line and arrow. The concept of growth.

Three+ Ways Benefits Advisors Can Grow Despite Industry Change

Businessman sitting at computer and smiling

Goose: The Growth Platform from Q4i

An image of two robots fighting. One robot is a traditional Rock 'Em Sock 'Em Robot, and the other is a futuristic robot.

Innovation vs. Tradition

Cat peeking up over the edge of a table

Curiosity Doesn’t Kill Cats, It Wins Deals

A person recording a video and getting a lot of likes.

It’s Not a Popularity Contest

Two women celebrating

Celebrate the Losses

Scientist in a lab

Organizational DNA

A man dressed like Sherlock Holmes smoking a pipe and holding a magnifying glass

Benefits Advisor Meets Their Prospect - Two Truths and a Lie

Q4intelligence - 15 Years, 15 Lessons Learned

Q4intelligence - 15 Years, 15 Lessons Learned

People at a celebration with confetti coming down

Stop Getting Ready to Get Ready – Get Ready to F’in GO!!

A planner that is open, with a pencil and a pair of eyeglasses sitting on top of it

Planning Is Nothing Less Than a Responsibility

Four businesspeople in silhouette standing on top of a mountain

Of Course You’re Gonna Lose (Sometimes)

Little girl with hands on her hips and screaming loudly

You're Not the Boss of Me !

Two people pointing at each other

It's Not You, It's Them

Two hands holding up a trophy

Set a PRoductivity PR

Smiling happy confident businessman

Replace Fight or Flight with Sales Swagger

People supporting one another

I Got Ya: Finding Hope in the Fourth Quarter

Furstrated businessman sitting at his computer with head in his hand

4th Quarter SUCKS!!

Group of employees having fun in the office

You Be You!

Introducing Your Two Newest Must-Haves From Q4i

Introducing Your Two Newest Must-Haves From Q4i

Piggy bank with clock and monthly calendars

Pay Yourself First

Woman with her hands thrown in the air in frustration

The Biggest Failure of Insurance Agencies

A man who is sitting at his desk with his hand on his forehead

Mediocrity Is Exhausting

A man dressed up as the Grim Reaper

Death by 1,000 Clients

One man talking to another on a tin-can-style phone

Selling Is Actually Simple, Keeping It That Way Isn’t

Hands holding a small potted plant

Let's GROW!

Two people sitting at a table discussing something

Nothing is Good or Bad Except By Comparison

A salesperson with his head in his hand and stressed out over a situation

Stop the Damn Whining

A soup bowl full of letters

Benefits Advising: A to Z

Stop sign by a road

You Can’t Apologize Your Way to Success

Woman sitting on bed and covering her face with her hands

What Do You Fear Most About Your Business’s Future?

Clock showing hands and pointing to the words Story Time

The Q4i Brand Story

Kevin Trokey speaking to a crowd at Q4Live

Why You Need to GROW to Q4Live ‘23

Children dressed in business clothes and working on a project together

Make Every Day “Bring Your Inner Child to Work” Day

person standing in a victory pose on top of a mountain

Make Excuses or Make Sh!t Happen

 A wrecking ball headed toward a business

6 Vulnerabilities Taking Your Benefits Business Down

Man sitting at a desk with a laptop and shrugging

"Not Sucking" Isn't Good Enough

Team of business people fighting

People, You're on the SAME Team!

Woman looking at her computer screen in shock

You’re Freakin’ Kidding Me, Right?

Looking at waterscape through a glass ball

Reposition the Role You Play for Clients

Someone stacking blocks that lead to growth

5 Growth Reminders as You Start Your Year

Caterpillars and butterflies on a branch

Intelligent Growth

Hand holding rock, poised to throw

You in the Glass House! Put that Rock Down

How can you future-proof your agency and steer it away from bad habits? A lot depends on being honest with yourself and answering some tough questions.

Three+ Reasons Your Agency May Not Survive a Recession

What problem do you solve? How do you solve it? Ask yourself these questions to gain clarity on what you offer to potential clients.

Critical Questions Create Clarity, Connection, and Curiosity

With fourth quarter craziness, it's easy to see why some fall into the trap of feeling it's the worst of times. However, there has never been a time of greater growth, or potential.

You Can’t Buy Your Way Outta This One, Friends

Your team needs guidance. If you are not training your team, you need to figure out why and help guide them to success.

Not Training Your Team? Shame on You

Think you're the smartest in the room? Be honest about how much growth and learning you have to do, because growth and learning equals results.

Are You SURE You’re the Smartest in the Room?

Celebrating results is great. But are you sure that's what you really should be celebrating? Find out why you should celebrate discipline over results.

You’re Celebrating the Wrong Thing

We need to talk about quiet firing. Stop hanging onto people who don't contribute. It should always be hard to fire someone. If it's not, you've waited too long.

We Need to Talk

What you say to people is just as important as what you don't say. Exactly what story does your silence tell?

The Story Your Silence Tells

So, you want to start a new business? It's easy! Just make sure you follow the steps provided, and you'll be on your way to the business of your dreams.

Wanna Start a New Business?

Appeal to buyers by going beyond saying that you have the lowest prices. Give them a reason to buy that benefits them, and it will also benefit you.

Why Should I Buy From You?

Producers should not put off fourth quarter prospecting. Preparing now will give them and your team a successful start to the new year.

Your 2023 Sales Game Starts NOW

Men's hockey skates on an ice rink and skating toward a goal

Skate to Where Your Buyers Will Be

Bottom line results start at the top. To drive predictable sales results, agencies must address seven cultural issues within their organization first.

7 Cultural Improvements That Increase Sales Results

There is a misconception that all agencies and brokers are the same. Toss away this misconception and dare to do, and be, different.

Differentiated Value is the Result of Being Different

Having the right people, with clearly defined roles, and a culture of accountability will allow your agency to run smoothly and perform at optimal levels.

Right People - Right Place – Right Things – Right Time

Soapbox Rant: Commissions and Evil Intent

Soapbox Rant: Commissions and Evil Intent

To grow, agencies need to invest. And before investing, agencies plan for successful onboarding or implementation. Make the time. You'll find success.

Successful Investments Require Both Your Checkbook and Calendar

When your team understands where you're going, they help propel you forward. Learn how to create a new outlook to attract the best talent of all ages.

Agency and Industry Success - Young is the New Old

Outsource and Collaborate Your Way to Greater Client Impact

Outsource and Collaborate Your Way to Greater Client Impact

There are all sorts of excuses not to prospect. But instead of making those excuses and interrupting the growth of your business, help your potential clients!

Prospecting: Stop Interrupting and Start Helping

It's that time again! Time to get ready for Q4Live in Washington, DC. But what is Q4Live? And what do we do there. Find out in this blog!

ReThinking Conferencing, We’re Going to DC

A challenge for producers is keeping their pipeline healthy. Prospecting opportunities are valuable but come with the responsibility of showing up prepared.

Practice and Prepare

You need to help your clients obtain what they want to buy. And it's not insurance. Insurance is a have-to buy. Find out what your clients really want to buy.

Have-to-Buy vs. Want-to-Buy

You need to move away from a commoditized approach to a consultative one. Still don't believe us? Look at the five flaws of the commoditized approach.

Five Flaws of a Commoditized Approach

Commoditized or Consultative – Which Are You?

Commoditized or Consultative – Which Are You?

Do you serve the needs of your clients? And if you don't, why aren't you? Think about what you're doing now, and how you can improve.

Whose Interests Does Your Agency Serve?

You can’t manage what you don’t measure. But don't try and measure every single piece of sales data. Learn about important sales numbers and measurements to track.

You Gotta Know Your Sales Numbers

Is Your Business Model Accidental or Intentional?

Is Your Business Model Accidental or Intentional?

When you think of sales as a math equation, you'll see it in a whole new light, and all the pieces will start to fall into place.

Sales as a Math Equation

Everybody practices to get better at their craft. Even salespeople. And when it comes down to it, you need to practice like your life depends on it.

Practice As If Your Sales Life Depends On It

We will all lose clients. That is inevitable. But are you doing everything you can for your clients, no matter what, or are you acting out of desperation?

Two Sources of Sales Desperation and How to Avoid Them

Last year, Q4i's theme was the year of MORE. This year, we decided that we would Rethink Everything about how we do...well, everything.

The Q4i Annual Theme – 2022, The Year of ?

Instead of offering the newest product to your clients, how about asking what problems they want to solve? Problem solving is better than product selling.

P.S. – Problem Solving Beats Product Selling

Prospecting can be scary. But it shouldn't be. Don't outsource the job of prospecting to outside services--take charge and take care of it yourself.

You Paid How Much for That Client?!

Stories are powerful. It helps your audience relate to you and helps them decide whether they want to work with you. What is your story?

Tell Me a Story: Your Story

Are Producers Making Up Excuses Not to Sell?

Are Producers Making Up Excuses Not to Sell?

2022 will hold challenges to your growth, but don't let that stop you. Set a clear plan for identifying the right opportunities and how to approach them.

Finding New Prospects

You will lose more business in 2022. Why? Because of a perfect storm of circumstances. Anticipate this, and get ready to sell your ass off.

It's Time to Prospect and Sell Your Ass Off

Telling your clients to call for everything they need for may not be helping you serve them in the best way possible. Learn how to get out of your own way.

You're Really Not Helping

Accountability can be scary. But if you don't hold your team accountable, you're doomed to fail. Find out why it's important to hold your team accountable.

Accountability Is NOT a Four-letter Word – But Fail Is

What's the surest path to a healthy prospect pipeline? How can you make sure you have the right opportunities, at the right time? Here's your answer.

The Surest Path to a Healthy Prospect Pipeline

Have you lost that confidence and that sales swagger? No worries--it happens. Find out how you can get that swagger back and be confident again.

Regain Your Sales Swagger

You choose your habits, and they determine your results. When it comes to prospecting, choose and establish good prospecting habits to get great results.

Pave a Path to Prospecting Prowess

When it comes to behavior, you get what you reward. Reward mediocrity and receive mediocrity in return. Reward excellence--and receive it back, tenfold.

You Get The Results You Reward

Do we want to show people our character, without question, or questionable character? Make sure you show your good character, and integrity, 100% of the time.

Character-Beyond-Question or Questionable Character

Marketing is a lot more than just a website, social media, and getting your brand out there. It's so much more, and here's how to shift your mindset.

This Marketing SHIfT is Kinda Hard

A challenge for salespeople is remaining relevant and bringing value. There are four shifts in value a salesperson should be focusing toward.

Adding Value as a Salesperson

The insurance industry is dying...or is it? Get past the mentality that you just sell insurance, and embrace the mentality that you do more for people.

Alarm Bells? Or the Sound of Opportunity?

Effective marketing is the key to breaking out of the sea of sameness. But have a plan, otherwise, your random marketing will render random results.

Random Marketing Renders Random Results

We're coming to you (Q4)LIVE from Seattle. If you can't make it, we'll miss you! Be sure to follow #Q4Live on LinkedIn to get the skinny on everything.

Out of Office – Coming to You (Q4)LIVE From Seattle

Are You Educating or Irritating?

Are You Educating or Irritating?

Marketing = Sales Enablement

Marketing = Sales Enablement

I Feel Like We've Met Before

I Feel Like We've Met Before

Build Your People, Build Your Business

Build Your People, Build Your Business

Want to know the secret to sales success? The answers are right there in front of you--you just need to get over the obstacles and lies in your path.

Sales Lies That Are Holding You Back

Managing Your Personal Brand

Managing Your Personal Brand

Managing to Your Annual Plan

Managing to Your Annual Plan

Transparency - Coming to a Conversation Near You

Transparency - Coming to a Conversation Near You

6 Keys to Successfully Hiring and Managing Producers

6 Keys to Successfully Hiring and Managing Producers

Four Questions That Scare Salespeople

Four Questions That Scare Salespeople

Q4i Book Report: Influence: The Psychology of Persuasion by Robert Cialdini, Ph.D.

Q4i Book Report: Influence: The Psychology of Persuasion by Robert Cialdini, Ph.D.

Profile of a Winning Salesperson

Profile of a Winning Salesperson

Man drowning in too many insurance benefits and solutions choices

"You're Stressing Me Out, Dude!"

Insurance renewal season is almost here

Renewal Season is Almost Here

Who's cheating whom?

Who's Cheating Whom?

Tip the Sales Scale in Your Favor

Tip the Sales Scale in Your Favor

Little businessman controlled from above like a puppet

Challenge and Control

Man putting a crown on top of his head

Alex, I’ll take ‘Confidence’ for the Win

Where Are We Going?

Where Are We Going?

An agency advisor sitting at his desk

Screw Being a Trusted Advisor, Be a Go-to Advisor

The Q4i Annual Theme – 2021, The Year of ?

The Q4i Annual Theme – 2021, The Year of ?

Marketing Isn’t a Cure-all

Marketing Isn’t a Cure-all

Changes in Gratitude and Attitude Change Your Latitude

Changes in Gratitude and Attitude Change Your Latitude

2020 Advice | Pay It Forward

2020 Advice | Pay It Forward

The Four Stages of Performance Dominance

The Four Stages of Performance Dominance

What Scares You Most – Prospecting or Failing?

What Scares You Most – Prospecting or Failing?

What You Measure Improves

What You Measure Improves

A team of ants building a log bridge

Who Are We? Why Are We Here?

Employers and employees are tired of all the changes the pandemic has brought

The Impact of Change Fatigue on Your Sales Efforts

The Power of the 2nd Question

The Power of the 2nd Question

How to Keep Your Prospects Moving Forward

How to Keep Your Prospects Moving Forward

“Where’s the beef (um, sales training)?”

“Where’s the beef (um, sales training)?”

The Key to Your Success May Be “Planned Neglect”

The Key to Your Success May Be “Planned Neglect”

4th Quarter Is for Prospecting and Selling

4th Quarter Is for Prospecting and Selling

A Baker's Dozen of Q4i-isms

A Baker's Dozen of Q4i-isms

Take-offs, Landings, and Emergencies-In-Flight

Take-offs, Landings, and Emergencies-In-Flight

An Inconvenient Sales Truth

An Inconvenient Sales Truth

#SpeakUp On the Best Advice You've Ever Received

#SpeakUp On the Best Advice You've Ever Received

Grow Your Business with Land and Expand

Grow Your Business with Land and Expand

Raise Your Hand

Raise Your Hand

Recruiting Effectively for Your Team

Recruiting Effectively for Your Team

The Power of Compound Improvement

The Power of Compound Improvement

1 Question and 3 Answers That May Be THE Difference for You

1 Question and 3 Answers That May Be THE Difference for You

Little Pig, Little Pig, Let Me In

Little Pig, Little Pig, Let Me In

Let Me Repeat the Question

Let Me Repeat the Question

3 Post-COVID Predictions for the Insurance Industry

3 Post-COVID Predictions for the Insurance Industry

Bring Your Business Community Together

Bring Your Business Community Together

Vendor Relationships Not Working? Is It Them, or Is It You?

Vendor Relationships Not Working? Is It Them, or Is It You?