When Customers Move to Direct Writing Insurers
We’ve all seen the media stories about the demise of independent agents from organizations ranging from Google to Walmart getting into the insurance industry. Likewise, even our own publications refer…
Human Resources
Do Homeowners Policies Have to Become Commoditized Too?
Note: Emphasis added by the editor. The definition of a commodity is that the item is completely interchangeable with any other item of the same nature. For example, an…
Why Agency Producers Will Become Obsolete in 2017
The internet and online insurance buying are incredible. Early in 2017, agency producers will become obsolete. Shortly thereafter, agencies themselves will become obsolete. This will happen because three progressions will…
A Disturbing Explanation for the Proliferation of Uninsured Motorists Losses?
There are two primary ways to create an uninsured motorist: (1) no auto liability coverage, or (2) auto liability coverage that has an exclusion for what happened. According to an…
More Auto Policy Coverage Reductions as Competition Intensifies
Recently I received an email from a member who was alarmed at the rapid proliferation of exclusions in auto policies. These are exclusions that may not be readily apparent to…
The Helper Personality: Why Service Staff Shouldn’t Sell Insurance
One of the key differences between Producers and Service Staff is the nature of their personalities. While the Producer has that sales personality, assertive but not pushy, friendly but focused,…
How Does a New Agent Learn How to Write a New Commercial Account?
You got your start as a personal lines producer and you’re ready to make a move to commercial lines production. How do you get started? How do you “write” a…
The Commoditization of P&C Insurance
This article is a wake-up call from consultant Chris Burand: “The independent agency system constantly emphasizes how important agents are to clients in choosing the right coverage. While agents can…
When It Comes to Serving Clients, Do You Lead or Follow?
This article is about leadership. When it comes to policy limits, forms and coverage, being a leader pays off for you and the client! Are you leading your clients so…
Providing Coverage Summaries to Insureds
Agencies and insurers often provide policy coverage summaries. Is this a good idea? As is often the case, the agency must balance the sales and service function with their E&O…
