There is a famous urban legend in the insurance industry that gets passed around at conferences sometimes. It goes like this: three hotshot new brokers are taken into a room with a one-way glass observation mirror looking out onto another room. On the other side are three older men, leaders in the insurance industry at the top of their game, and none of them are under 50 years old. The three hotshot brokers, none of whom are even 25 yet, are told: “these are your clients.” They stare as if at an alien life form. (more…)
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