Filed Under:Agent Broker, Agency Management

Top 10 Changes Carriers Must Make to Improve Agency Relationships

Following more than 35 years as a senior executive with four different P&C insurance organizations, including serving as CEO, I was offered the rare opportunity to run a midsize independent agency in northern Indiana. Although I had relied heavily on my grasp and knowledge of independent insurance agencies in building successful insurance companies, I didn’t realize how little I actually knew about life at the agency level.

After two years in my role as president & CEO of the Silveus Insurance Group’s P&C division, I feel as if I have completed an MBA degree in insurance-company operations. While some of my experiences have been affirmations of approaches I had experimented with in my years at carriers, other lessons have shown me that the importance I once placed on certain agency-company interactions was far greater—or smaller—than what is truly required or desired by agency principals and their organizations.

Imperative #1: A Coke, Smoke and Joke: Marketing Representatives That Waste Our Time

Imperative #2: Say What You Do, Then Do What You Say

Imperative #3: Just Because You Want an Organization with ‘Silos,’ Don’t Expect Your Agencies to Buy the Farm

Imperative #4: Speaking of Profit-Sharing Agreements, Did You Hear About the One Designed by an Actuary and Written by an Attorney?

Imperative #5: Trying to Take the Easy Way Out Will Work—If You Don’t Get Caught

Imperative #6: Remember, Agency Principals Have a Company to Run—and It’s Not Yours

Imperative #7: Is Your Agency Appointment Strategy Well-Defined and Comprehensive, or Does It Lead to Shotgun Weddings?

Imperative #8: Ease of Doing Business Is Important—But Not as Important as You Believe

Imperative #9: Now Turn to Page 57 in Hymnal 13

Imperative #10: Don’t Forget to Put an Underwriting Department in Your Company

Featured Video

Most Recent Videos

Video Library ››

Top Story

What grade does your state get for its insurance regulations?

Eight states received an “A” grade, and one state received an “F.” Insurance is regulated almost entirely by the state level, and here's a report card on how the states are doing.

Top Story

3 tips for becoming a lead-generation master

A lead-generation master takes full advantage of all the possibilities for attracting prospects through their website, not just through their contact forms.

More Resources


eNewsletter Sign Up

Agent & Broker Insider eNewsletter

Proven success tips and essential information to help agents and brokers grow their practice – FREE. Sign Up Now!

Mobile Phone

Advertisement. Closing in 15 seconds.