Have you ever found yourself in a position of being forced to do something you felt you weren’t suited to do, that was a poor fit for your business strengths? My life partner has a small 4-seater airplane, a Piper Cherokee, in which we make occasional trips to Newport or Boston, or even an impromptu flight to Block Island for dinner on a summer evening. He thought it would be a great idea for me to be a pilot too, and I didn’t disagree. How cool would that be to have two pilots in the family? After my first flying lesson, the answer to that question was, “not cool at all.” I’m not afraid of flying—in fact I love being a passenger—but I was surprisingly petrified sitting in the pilot’s chair. I was overwhelmed by all the information a pilot is required to juggle and, what’s worse, I found it all pretty uninteresting. Fear and boredom – not a good combination. Some people feel the same when confronted with business development responsibilities at their agencies, and just like in life, you can't force someone to do something they don't enjoy or that don't align with their strengths. In fact, there are four distinct types of personalities that can fall into the business development category. Hunters Promoters Communicators Thinkers Hunters  Hunters have an instinct for selling among their most prominent business strengths. They’re energized by making connections with other people and feel at ease when interacting with strangers, whether on the phone or in person. Most agencies are not filled with natural-born hunters, which is why they usually fail to sustain any sort of plan that entails outbound prospecting. Neither carrots nor sticks seem to make [...]