On the Level features Jamie Deapo and Steve Ruchman bringing us the views of the two major P/C insurance agents’ associations, in alternate issues. Both Jamie and Steve are strong voices for the independent agent and dedicated advocates for the respective approaches of their associations.
The world of the independent agent and broker is changing rapidly and in many areas. Sometimes it seems things are changing so quickly it’s impossible to keep up. Competition is fierce. Clients are demanding more service, completed faster and taken care of when it’s convenient for them. Running an agency isn’t getting easier and finding, […]
I love a good spy story—Espionage, conspiracy, international trade and government drama … it’s all so exciting! But, in real life the most dangerous versions of these can seem mundane on the surface. Perhaps that’s why agents—insurance agents, not secret agents—have been so slow to do for themselves what they should also be recommending to […]
Not your personal relationship but the relationship your agency has with your clients and prospects. The most important reason to get your insurance protection from an independent agent or broker is the strong, trusting relationship you develop with your agent and the agency staff.^P What’s it like to be a customer or prospect of your […]
Iwrite this article in the afterglow of the PIANJ/PIANY Joint Annual Conference, which took place June 8- 10 at the Trump Taj Mahal in Atlantic City. This event is particularly special to me for several reasons. First, I have a personal connection to the event itself. In 2000, I was convention chair for the PIANY […]
The sad part is the agency I referred them to didn’t check back after the fact to see how their experience went and so they have no idea that their new clients have started out on the wrong foot. … The issues and less than satisfactory experiences were all things that should not have occurred in the agency. It involved failing to provide exactly the kind of personalized, quality service that is the hallmark of doing business with an independent insurance agent. Is it any wonder after experiencing less than adequate service why it is so easy for our competitors to sell price as the only determinant in deciding where you buy insurance.
Agents and CSRs Must Remind People of the Value We Offer Them The relationship between the independent agent and the insured is one of, if not the most, important things we offer our clients. We work or live right down the road; we have a familiar face; and we work with our clients always on […]
Taking A Lesson From March Madness Why do consumers believe that insurance is a commodity? Because an enormous amount of advertising money has been spent to teach them that. Conversely not enough time, money and effort has been spent to tell them the truth. Most independent agents and brokers know that not all coverage is […]
April Was Volunteer Month: What are you doing for your industry? I have been asked more than a few times where I get my ideas for writing this column. In fact, when I was first approached to contribute to the Insurance Advocate in 2005, a colleague of mine advised against it. He said interesting issues […]
Twelve Commandments of Selling As professional independent agents, we each have our own unique selling style. What works for me may not work for the agent down the street, and neither approach may work for the next person. In fact, a singular sales approach often is what sets us apart from our competition. But, over […]
Why Should I Do Business With You? A fair question and your response is critical to the future success of your agency. I just finished recording an upcoming two part webinar on value added selling. I’m pretty sure there will be some members and their staff who will laugh at the idea. They prefer price […]
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