Companies Cagey About How They Pick Their Agents

For independent agents looking to understand what insurancecompanies expect from them, the best advice might be to read yourcontract carefully, don't miss any target figures on volume andprofitability, and be prepared for some hard-nosed negotiations inthis hardening market.

There is no insurance industry benchmark when it comes tocompany appointments, explained Doug Terrill, executive director atMarsh Berry and Company, an insurance consulting firm in Concord,Ohio. “Carriers decide what is important to them; nothing is carteblanch,” Mr. Terrill said. “Nothing is standard.”

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