We anticipated it for years, and it's finally here: the dreaded hardening market. Anticipated as a gradual swing taking place during a 36-month period, this market accentuates the leadership vacuum in our industry.
While we acknowledge there are sophisticated agencies in the marketplace, they are more the exception than the rule. Ours is a small business industry, which typically signifies a business with little structure. These agencies do not have detailed marketing and business plans, do not follow sales processes, have not created business budgets and take orders rather than selling products. Most have an inventory of nine coverage lines to sell, yet they only offer three. These agencies provide what the customer asked for rather than selling additional value.
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