If not, you could be wasting a lot of energy and opportunity trying to start relationships the hard way. Ignoring what works is only going to hold your agency back from reaching the clients you truly want to do business with. It's amazing what you find when you dig up an old conversation that's still a relevant reminder today. This is a conversation from my visit with Jason Jarvis, of Pay Joyce Insurance, about how and who he's competing with. P.S. A lot of the right people that are going to be here.