Back in 2014, Vlad Cherchenko got into the insurance industry without having any phone sales experience. Within 9 months of being a sales producer, he developed a sales process that helped him consistently write over 150 policies a month as a single producer!
This webinar cuts right to the chase and reveals how many other insurance agents consistently write 100-300 policies a month by using this sales script. Don’t miss out on this amazing opportunity to learn this powerful insurance sales process and script!
It’s no secret that for insurance agencies, production + retention = growth. However, many insurance agents focus almost exclusively on the production aspect of the equation, neglecting the importance of retention. If you’d like to learn how to retain more business (and drive serious growth), join lifetime President’s Club and MDRT member Dave Christy for this free joint webinar with EverQuote. During this webinar Dave shares his “secret sauce” for keeping business and driving impressive growth year after year.
Join top agent Heather Powell as she shares some of the strategies she’s used to recruit top insurance sales talent and develop team members into rock stars!
During this webinar, Heather describes her process for recruiting (and developing) top talent and some of the major lessons she’s learned along the way. She also breaks down her training process and how she’s able to identify top producers and reliable office staff and get them quickly and effectively integrated into her proven system.
What is the one quality that successful insurance agencies have in common? Almost all have a strong agency culture that helps develop and nurture team members’ strengths, while helping them develop their areas of weakness. If you’re looking for a way to instill a culture of winning at your agency, join multiple award-winning agent Aaron Smith as he shares how insurance agents can transform their agency culture and drive serious bottom-line results. Following Aaron’s approach can help you double production in just 6 months!
It's no secret that leaders and top performance in EVERY industry simply think differently than their peers. The best of the best understand that success isn’t a 9-5 job, but rather a series of intentional actions and activities 24/7. Join top insurance industry performer and coach Scott Grates as he shares his “Win Every Day Playbook.”
Scott dives into the six core daily disciplines that will lead you and your team to improved health, happiness and ultimately greater results. What do health, happiness and mindset have to do with peak performance as an insurance producer? EVERYTHING! Join us and learn how you and your team can also start Winning Every Day!
Join multiple-award-winning agent, author and speaker Thomas Ntuk for this webinar focused on a simple strategy you can implement TODAY to increase your Life and Health sales.
Thomas shares how you can start increasing your life and health sales almost immediately! Join Thomas Ntuk and learn what you can be doing to sell more life (and health) insurance in 2021!
Join award-winning agency owner and sales trainer Michael Weaver for this presentation which breaks down all the crucial steps that are part of a value based insurance sales conversation – from the elevator pitch, to finding the prospect’s “hot button” (pain or true buying motivations), making the presentation, to presenting value statements and some of his favorite closing techniques.
After starting his own scratch agency in April 2014, Michael Weaver has grown to be in the Top 50 of over 19,000+ agents with his company. During this webinar Michael shares some of the secrets to his sales process and how he is able to frame sales conversations in terms of value.
Join Gary "The Hire Guy" Inzana - Owner of Top Tier Recruiting and Consulting – for this joint webinar with EverQuote. Gary specializes in insurance hiring and works with many top agents across the country. He interviews over 20,000 candidates a year, helping place insurance sales producers that drive real results for agents. During this webinar Gary shares his "secret sauce" for recruiting top tier insurance talent, including his approach for uncovering "diamonds in the rough."
Turn your Agency staff into Rock Stars when it comes to receiving referrals! We all know that referrals check every box there is when it comes to ROI. They cost very little (sometimes nothing) to acquire, they close at high conversion rates and they tend to stay in your book of business longer!
Learn how top Agent and sought-after industry coach Scott Grates earns 1,000 referrals annually in a town of only a few thousand and with a team of 3 full time and 2 part time team members.
Join multiple-award-winning agent, author and speaker Thomas Ntuk for this webinar focused on how to create more new referrals for your agency! Thomas discusses strategies you can use to start increasing your amount of referrals almost immediately. Join Thomas Ntuk and learn what you can be doing to increase your referral business and drive in 400+ referrals in 2021!
Our friends at Team Hired recently brought on Andy Arter to join their company as National Sales Director. Andy was formerly Sales and Marketing Manager with Grant Cardone and brings years of inside sales experience! During this joint EverQuote + Team Hired webinar, Andy shares powerful information that you can implement right away in your agency, focused on how to follow-up better to close more sales and convert more leads! This is an ideal presentation for insurance agents or producers looking to improve their overall results with leads.
Join award-winning agency owner and sales trainer Michael Weaver for this presentation focused on how effective communication with your team and focusing on 3 simple daily activities can drive MASSIVE results for your agency!
After starting his own scratch agency in April 2014, Michael Weaver has grown to be in the Top 50 of over 19,000+ agents with his company. During this webinar Michael shares some of the secrets to his success including:
- His weekly one on one strategy
- His approach to daily team huddles
- The importance of effective internal communication in an insurance agency
- The 3 activities he aims for every day
- And much more...
It’s less about the paycheck than you were brainwashed to believe! Join top performing Agency leader Scott Grates as he debunks the myth that high-end compensation packages are the only way to attract the best talent and keeps teams motivated.
In fact, stats and scientifically proven data show otherwise! The highest producing teams in America desire purpose and meaningful work over money. During this joint webinar with EverQuote (and hosted by Chandler Hahn) Scott shares with you how he leads his team to passionately pursue their purpose. The ultimate goal is to win as a team. This is achieved by creating an office culture of respect, accountability and doing work of significance. Oh, and having some fun along the way!
For lifetime President's Club member Freddie Villacci, the success of an insurance agency is built upon a foundation of team accountability! Join Freddie for this webinar where he walks through his strategies for maintaining a high level of accountability from his team members. Freddie shares exactly how he is able to create a culture of accountability that helps drive sales performance, making Freddie's office a perennial MDRT and President's Club winner.
Join Nicole Stern, Carolina Rago and Lauren Schechinger of EverQuote as they share illuminating findings and insights culled from a research project they conducted focused on insurance consumers and how they shop for insurance. Nicole, Carolina and Lauren discuss some of the surprising and illuminating insights that they learned from working closely with insurance shoppers, and how agents can apply those insights to more effectively reach and serve their customers (and potential customers). This is a can't miss presentation for insurance agents and team members looking to better understand what is driving insurance shoppers in 2021.
Join lifetime MDRT and President's Club member Kirk Baker for this joint webinar presentation with EverQuote (and hosted by Chandler Hahn) focused on tips and techniques for increasing your life insurance sales. When it comes to life sales, Kirk has consistently been a top performer with his company, winning awards year after year. During this presentation he shares his approach to life insurance sales and how he has been able to achieve such consistent long term success. Kirk will also discuss the cost effectiveness of outsourcing and help you determine if it's something that can benefit your agency.
Join Club Capital – a unique full-service accounting and analytics firm specifically serving insurance agents with everything from payroll and benefits management to bookkeeping and taxes – for this webinar focused on the latest updates to the Paycheck Protection Plan passed by the US Congress in December 2020. Micah Cannon of Club Capital covers:
This is extremely informative for agents who received round 1 funding, agents who didn't receive round 1 funding but are looking to gain access to funds in round 2, and agents who received funding in round one BUT saw a 25% decrease in revenue in at least one quarter from 2019 to 2020.
For award-winning insurance agent Michael Weaver, success starts in the morning! Join Michael for this webinar where he walks through his strategy for using a daily morning routine to drive performance and accountability from every team member. During this webinar Michael will cover:
Join multiple award winning captive agent Scott Grates for this webinar presentation focused on creating a culture of accountability at your insurance agency. Scott focuses on strategies you can use to not only hold producers and staff members accountable, but to foster a self-motivating culture of accountability where team members hold themselves and their colleagues accountable. Scott also discusses how important it is for agents to also hold themselves accountable and model accountability for their teams.
Join multiple-award-winning agent, author and speaker Thomas Ntuk for this webinar focused on leveraging umbrella policies to help establish referral generating relationships with financial advisors and CPAs. Thomas shows you how to connect with local financial professionals and show them how important having an umbrella policy can be for their clients (and how it can even help protect the financial advisor from potential litigation). This webinar is ideal for P&C agents looking for additional revenue streams - let Thomas show you how to create relationships with financial professionals that can become referral generating machines!
Scott Foster has virtually unmatched credentials when it comes to captive insurance agents. Along with his partner Steve Cannon (at the Foster Cannon Group), they have a combined total of 70 MDRT qualifications, 129 President’s Club recognitions, and over 71 years of combined experience as agency owners. During this webinar (hosted by Chandler Hahn) Scott discusses how to manage the homeowner delivery system and get on the road to success promptly. No trial and error, just fantastic results for you and your agency! Scott will also cover his new mortgage insurance process.
Vlad Cherchenko began his insurance career back in 2014 and within 9 months developed a sales process that helped him consistently write over 150 P&C policies a month as one producer. Over the last four years, Vlad has been working with some of the biggest captive agents and independent brokers, helping them hire "A-Players" and implement his sales process in their agencies so their team members could write 100+ policies a month. During this training, Vlad walks you through a compensation & bonus plan that insurance agents use to maximize their team member's performance and make a return on investment as quickly as possible.
Join multiple-award-winning agent, author and speaker Thomas Ntuk for this webinar focused on selling life, health and umbrella policies. Thomas discusses strategies you can use to increase your life and umbrella policy sales by leveraging the life expectancy table to illuminate for prospects how crucial insurance is to protect their family's future. Join Thomas Ntuk and learn what you can be doing to increase your life, health and umbrella policy sales!
Kevin Mlynarek opened his first scratch agency in March 2007 and during his first 10 months quickly rose to the top earning "New Agent of the Year" award and Top 1% in the country. Since 2007, he has opened up 4 additional start-up locations in 2008, 2009, 2011 and 2014. Kevin has generated close to $20 million in organic growth in their first 11 years. Kevin attributes his success to his outstanding staff and providing 1st class customer service every day and community involvement. He is known as the "Insurance Hiring Expert" and is the co-founder IdealTraits online personality assessments which has helped over 9,500 Insurance agents nationwide hire more than 40,000 staff members with their hiring process and employment selection needs. Join Kevin for this webinar where he will share his best practices for hiring top notch candidates you can employ at your agency!
Join EverQuote for this powerful interview with captive agent Marc Fragos. Marc started his agency in April 2020 and initially struggled to find the right strategy. This all changed when he was introduced to EverQuote's new Lead Connection Service (LCS). Since starting with LCS, Marc has seen impressive results. In fact he's already seen a 3X increase in new business premium and had his biggest month ever.
Retired agent Scott Foster almost needs no introduction. He’s a lifetime President’s Club member (he qualified for President's Club over 80 times!), has been in the top 10 life agents (with his carrier) every year of his 40+ year career, and spent 24 years as the #1 life agent and 21 years as the #1 multiline agent at his company. Join Scott for this webinar focused on how to run effective and efficient daily team meetings and how the "Daily Huddle" is crucial when it comes to ensuring your team is aligned and ready to win the day!
Join captive agent Michael Church for this webinar focused on optimizing your internet lead process! With two office locations and a team of producers working for him, Michael has developed and refined a highly effective process for working auto leads. Watch now and find out what his team is doing to help maximize their results with auto leads.
Join multiple-award-winning agent, author and speaker Thomas Ntuk for this webinar focused on transforming your agency services into a revenue generating machine! For many insurance agents, agency services can seem like an unavoidable nuisance. But with the right strategy agency services can be a source for "hidden" revenue. Join Thomas Ntuk and learn what you can be doing to turn agency services from time suck to premium creator!
During this webinar, award-winning captive insurance agent Michael Weaver walks us through how he's able to use social media to generate organic leads for his agency! Michael also covers his highly effective strategy for generating referrals from new and existing customers. If you're using social media but it's not generating significant business for your agency or if you're looking to increase your customer referrals, this webinar is for you!
After serving in both the California and Nevada insurance markets as a captive agent, Caitlyn Garlock knows how to optimize lead success in the insurance agency. She has grown both scratch agencies and traditional book opportunities using leads as a core marketing tactic. The key? Multi-lining every opportunity! Watch this webinar and learn how to train your team to multi-line the opportunities as they come in and optimize the leads to maximize your budget and ROI.
Join multiple-award-winning agent, author and speaker Thomas Ntuk to learn how during this webinar focused on selling life insurance. This presentation is ideal for P&C focused agents who are looking to increase their life sales. This presentation focuses on perfecting your life insurance sales pitch and avoiding some of the common pitfalls that agents fall into. Thomas covers:
Steve Cannon has virtually unmatched credentials when it comes to captive insurance agents. Along with his partner Scott Foster (at the Foster Cannon Group), they have a combined total of 70 MDRT qualifications, 129 President’s Club recognitions, and over 71 years of combined experience as agency owners. During this webinar Steve Cannon discusses strategies for having discussions with business owner clients and prospects about life insurance planning and Executive 162 bonus plans business owners can use to attract and retain key employees.
Join EverQuote for this powerful interview with captive agent Zach Vaswani. Zach spent a number of years as a Sales Manager at EverQuote. After seeing the success agents were having using EverQuote, he decided to take the plunge and open up his own Agency in the Summer of 2020. Since opening, Zach is crushing his Sales goals! Zach shares how he's been able to achieve such jaw-dropping success and how EverQuote's Lead Connection Service has helped him write $92,000 from EverQuote leads in just his first two months as an Agency Owner!
Join Seth Preus - RacingSnail co-founder and senior advisor at Mivation – for this webinar focused on how to devise an effective compensation plan for your insurance agency. Seth discusses how important it is to develop a compensation plan that fits your specific agency and market, and how you can use that comp plan to help drive results. Watch our webinar and learn how the right compensation plan can both motivate team members while still holding them accountable.
As an author, agent and insurance sales trainer with 10+ years as an agency owner on both the captive and independent sides, Kirk Fuqua knows the insurance business. Please join Kirk Fuqua for for sections 11 and 12 of his 12 step Yellow Brick Road P&C conversation. During this session Kirk will cover:
Join multiple award winning captive agent Scott Grates for this webinar presentation focused on using emotional intelligence to improve your sales results. Scott focuses on how to understand what really drives insurance buyers and how you can help comprehend the emotional buttons that drive clients to make buying decisions. If you're looking for ways to improve your sales process and bind more policies, join Scott to learn how you can improve your emotional intelligence and in turn grow your book of business.
What if we told you that price is not a factor when it comes to getting more sales? Craig Wiggins built his $36,000,000 insurance agency by teaching his producers to sell insurance to more clients (regardless of price) by leading with liability coverage and bundling entire households —> auto + property + umbrella + life. Joseph Puckett runs Craig’s four agencies and also Craig Wiggins Coaching which helps 1,300+ agencies and over 8,000+ users all across the country learn how to sell value and not price and how to win more clients writing their entire household. Craig and Joseph share their best tips that you can start implementing in your agency right away. Start winning more clients regardless of price and grow your book to maximize your compensation and bonus opportunities!
Perry will challenge, motivate and entertain you with his fast paced and powerful message about unleashing the full potential of your agency in your community You will be challenged to reconsider conventional thinking about “opportunity” and walk away with practical ideas on how to take advantage of opportunities that exist in every single community. Perry’s personal story and journey to become a DOUBLE Trophy Winner by taking both his agencies to the Top 10 in the nation will inspire you!
Eric’s agency is open 8:00 AM-10:00 PM seven days a week. That's right - he's open seven days a week, fourteen hours a day, until 10:00 PM!! Watch this presentation as Independent Agent, Eric Hardiman, discusses exactly why he chooses to operate each and every day of the week between those hours. Eric discusses how he's able to both serve underserved segments of consumers AND employ strong candidates who might be overlooked by others due to their need for flexible work schedules. Eric also walks you through his strategies for managing staff and maximizing performance during these extended hours and how he keeps his business running smoothly.
Captive insurance agent Dustin Wadlow shares his experiences with EverQuote's Lead Connectin Service (LCS). Dustin explains how he went from $8,000 to $40,000/month in average premium in just a few months with EverQuote's Lead Connection Service (LCS) and how his process (including LCS) is now taught to every new agent in his District!
There is so much opportunity in our everyday inbound service calls! For over 20 years Jeremy Olson has been a very "in the trenches" agency owner, he loves talking to customers! Role Play at the Olson Agency has tracked his results from the beginning, and can safely say that if this process is followed, you will start turning these calls into opportunities to better protect your customers immediately. Payments, add cars, change cars, address changes, many agencies think of those as time-consuming, but Jeremy's team turns these all into sales every day! Watch this session to learn how!
Now more than ever, staying connected with consumers, teammates and colleagues is beyond important whether it is in person or digitally. Studies have shown that when others listen to us, only 7% of what they “hear” is words. That means that “93%” of what they “listen” to is our tone of voice and body language. In this keynote, Greg takes a look at some common applications and misapplications of “The 93% Rule” in personal and professional interaction. “The 93% Rule” is a message that everyone should “hear” and “listen” to. Understanding the power of tone of voice and body language will help you better understand what people really connect to.
Learn how EverQuote’s newest product offering – Lead Connection Service – can help you scale your business and unlock ROI. With Lead Connection Service, a topnotch telemarketing team will work your leads for you. It’s like immediately adding expert telemarketers to your staff, so your producers can focus on selling. You’ll learn how this product works, the impact it can have on your business, and hear from agents how the product has supercharged their growth.
Retired agent Scott Foster almost needs no introduction. A lifetime President’s Club member (he qualified for President's Club over 80 times!), Scott was in the top 10 life agents (with his carrier) every year of his 40+ year career, and spent 24 years as the #1 life agent and 21 years as the #1 multiline agent at his company. It’s fair to say that Scott is probably one of the most successful captive insurance agents of our time (particularly when it comes to selling life). Join Scott for this webinar 100% focused on life insurance and life insurance sales. Scott shares his approach to selling life insurance and discusses some of the secrets to his longterm success.
Are you converting ONE out of every THREE term insurance policies to PERMANENT? Join multiple-award-winning agent, author and speaker Thomas Ntuk to learn how during this webinar focused on selling permanent life policies. Thomas' presentation covers how to discuss converting term policies to whole life - when, why and how to bring it up with your customer or prospect. This presentation is ideal for P&C focused agents who are looking to increase their life sales.
Join Bill Whitley, CEO of Risk Advisor Institute, for this webinar focused on strategies for selling more life insurance. Bill is a nationally recognized speaker, consultant, and author who specializes in helping insurance professionals get to the next level by attracting more clients, closing more sales, and deepening client relationships. Many of his unique sales and customer loyalty concepts are derived from Bill’s personal experience as a top-echelon sales executive who achieved and maintained an 80% presentation-to-close ratio.
With 30+ years of delivering customized leadership training to insurance agents (including authoring a successful book with Scott Foster on insurance agency leadership), Dick Biggs is an expert when it comes to what it takes to lead an insurance agency on the path to success. During this webinar, Dick will focus on hiring and employee retention best practices for insurance agents. He will discuss how you can optimize your hiring and recruiting plan to help ensure you're hiring team members who will retain and help take your business to the next level.
Join lifetime President's Club and MDRT agent Kevin Patton for this timely webinar focused on how to best care for your business and team members during the COVID-19 pandemic (and after). Kevin will cover how to properly set your team up for success during this challenging time and provide a safe and effective working environment. Since March 2020, the Coronavirus has significantly impacted many industries in the US (and across the globe) - learn how you can continue to help your team achieve their full potential even amidst this difficult environment.
As an author, agent and insurance sales trainer with 10+ years as an agency owner on both the captive and independent sides, Kirk Fuqua knows the insurance business. Please join Kirk Fuqua for for sections 9 and 10 of his 12 step Yellow Brick Road P&C conversation. During this session Kirk will cover:
In his first year after starting his captive agency, Brad Riley achieved well over $100,000 in profit. Whether you are a new agent looking to set-up your agency to start strong, or a veteran agent looking for ways to reboot and drive more revenue, this webinar will show you strategies you can deploy today.
With a combined total of 70 MDRT qualifications, 129 President’s Club recognitions, and over 71 years of combined experience as agency owners, Scott Foster and Steve Cannon have virtually unmatched credentials and have reached the upper echelons of the insurance industry. During this webinar Steve Cannon covers strategies for approaching term conversion conversations, while Scott Foster discusses how to frame the advantages of permanent Life insurance for your clients.
Join captive agent Ryan Chao for this joint webinar with EverQuote where he discusses how to establish and maintain a successful insurance business by providing best practices on:
Join lifetime President's Club member Randy Thompson for this webinar focused on pivoting the conversation to Medicare Supplement insurance. Randy's presentation is aimed at agents focused on P&C who are looking to write more Medicare Supplement policies by focusing on cross-selling your existing book of business and shifting conversations with P&C leads to also include Medicare Supplement insurance.
Join multiple-award-winning agent, author and speaker Thomas Ntuk for this webinar focused on selling life and health insurance to auto/home insurance shoppers. Thomas' presentation covers how you can pivot from a standard P&C conversation to life and health and improve your multi-line and non-core product sales. This presentation is ideal for agents working auto and home leads but who are also looking to increase their life and/or health sales.
Steve Wilmer grew up in the projects of Pensacola, Florida, served in the US Marine Corps and spent 10 years as a law enforcement officer. After joining the insurance industry he quickly became one of the top producers in the country, writing over 100 life apps consistently each year. Steve is now a renowned sales coach, keynote speaker, author and president of the Risk Advisor Institute powered by Steve Speaks. From the projects to the president, please join Steve Wilmer for this presentation on the 8 biggest mistakes agents make when selling life insurance.
As an author, agent and insurance sales trainer with 10+ years as an agency owner on both the captive and independent sides, Kirk Fuqua knows the insurance business. Join Kirk for sections 7 and 8 of his 12 step Yellow Brick Road P&C conversation. During this session Kirk covers:
During this training, insurance agency coach Vlad Cherchenko walks you through his process for finding, assessing, and hiring top-performing talent to help take your insurance agency to the next level.
Join sales trainer and sales call reluctance expert Connie Kadansky in this presentation focused on identifying and eliminating Sales Call Reluctance, one of the most critical challenges for salespeople in the insurance industry.
Scott Foster covers some of the fundamentals of building a strong agency business and the lessons learned over a decades-long insurance career, while Steve Cannon covers how to improve customer experience and retention through a strong onboarding process.
Dave Munson Jr. focuses here on ways to pivot to financial services off of a P&C conversation (including working with Internet Leads). Dave also covers setting a marketing budget for your agency, planning for growth, and how track and analyze the results.
This training cuts right to the chase and reveals how insurance sales coach Vlad Cherchenko and some of the most successful insurance agents consistently write 100-300 policies a month with this 6-step talk track.
Kirk discusses how to help prospects discover vulnerabilities in their coverage, opening prospects up to adjusting their lawsuit protection, avoiding the "apples to apples" trap, discovering “emotional” buying points, and pivoting to financial services.
With a combined total of 70 MDRT qualifications, 129 President’s Club recognitions Scott Foster and Steve Cannon have virtually unmatched credentials in the insurance industry. Join them to learn how, why and when to get in front of your customers.
Join Kirk Fuqua for Sections 3 and 4 of his 12 step "Yellow Brick Road" P&C sales conversation. During this session Kirk will dive into building rapport, pivoting to home and auto, fighting off a very common objection & converting prospects to lifetime clients.
With the announcement of the new legislation surrounding the “Paycheck Protection Plan” many agents have questions and concerns. Brooks Baltich (ChRC, CLU, CASL) gives you the updated facts that you need to know with this new legislation.
In this webinar, learn how multiple award-winning captive agent Mike Shoffner pivots the conversation from auto & home to life & financial services and retains more high-value customers in the process.
Join Kirk Fuqua for this webinar where he walks you through his proven approach for delivering a strong and effective opening statement when working insurance leads. Learn how to set the conversation off and follow the path to more bound policies!
Join EverQuote, Duane Zobrist (CEO Resort Outfitters & Serial Entrepreneur) and Brooks Baltich (ChFC, CLU, CASL) for this second webinar session to answer insurance agent's questions about forgivable loans for businesses through the SBA's Paycheck Protection Program.
In just a short time captive agent Jordan Wall has reached a level of success many work years to achieve. Jordan discusses her 1st year in business and how she was able to scale growth and achieve impressive results and what she learned on the way.
This presentation focuses on how you can adapt your approach to insurance sales and customer service in the midst of the COVID-19 pandemic. Thomas' presentation explores ways you can shift your approach and stay positive amidst.
With almost a decade running a successful captive insurance agency, Tyson walks you through his proven process for upselling and cross-selling disability policies with insurance leads (and existing customers) who are primarily shopping for auto and home.
This webinar answers insurance agent's questions about forgivable loans for businesses through SBA's new Paycheck Protection Program (part of the COVID-19 stimulus bill passed by Congress) to provide vital capital to businesses impacted by COVID-19.
Award-winning agent Mark Mercer shares some of his tips and best practices for finding and recruiting top-notch talent for your insurance agency and discusses how to set-up your hiring process to help ensure you’re selecting the cream of the crop.