Filed Under:Agent Broker, Agency Management

Commercial Agencies of the Year Share Success Secrets in Exclusive Roundtable

Award winners discuss going global, securing top talent and competing against publicly traded brokers

It’s a good time for independent commercial agents—a good time, that is, for those who love navigating around some daunting obstacles: a seemingly endless soft market; the continual problems associated with attracting and retaining talent; clients with increasingly global insurance needs. The list of business challenges is both long and constantly growing.

ROUSSEAU: What are some of the growth strategies your firms have found to be effective in this long soft market we’ve been enduring?

DIETZEL: I like to describe our company as “we sell insurance to people who use it.” With our clients, there is a frequency of claims—and we can add a lot of value in the claims-management piece.

ROUSSEAU: What is the best strategy you have found for recruiting new talent and getting them excited about insurance?

DIETZEL: Limiting yourself to either folks just out of school or folks with insurance experience for that account-manager position is not a good idea. We don’t: We recruit from all industries that lead to having a detailed orientation—engineers, CPAs. And we show them that in this business, the sky is the limit.

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