Agents Can Still Grow In A Soft MarketKey change is not to tolerate service people masqueradingas producers

The future has arrived. You knew it was coming, but are youready? With organic growth rates plummeting, many insuranceagencies are seeing their growth rates slow into single-digits forthe first time since the late 1990s. The great run of the past fiveyears had to end some timeand the second half of 2004 was clearlythe turning point.

The accompanying table paints a pretty grim picture, and keep inmind that for the most part, these numbers dont reflect falloutfrom the probes by New York Attorney General Eliot Spitzer intobroker misconduct.

Despite this disturbing scenario, there is a group of BestPractices agencies out there that truly are ready to prosper duringtougher times. Although each is unique, they share one commonattribute that will allow them to succeed, even if the marketenters another long-term down cycle. What is that one thing?

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