Nort Salz, president and co-founder of Deep Customer Connections, believes the great insight  the world received from psychology over the last century is that we are feeling beings who are helped by logic; not logical beings helped by feelings.

Salz maintains this insight has major implications for the independent agency distribution channel in the insurance industry. One such implication is that while agents need to operate at a transactional level, they don't just want the coolest technology; they want an underwriter to come by and talk with them.

"I see so many comments from agents that deal with having someone from the carrier stopping by to talk so they can write some business," he says. "it's really a business relationship they are looking for. To be effective, it has to have some sort of personal component to it."

Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader

  • All PropertyCasualty360.com news coverage, best practices, and in-depth analysis.
  • Educational webcasts, resources from industry leaders, and informative newsletters.
  • Other award-winning websites including BenefitsPRO.com and ThinkAdvisor.com.
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.