For many years, independent agents were little more than policy shoppers–their sole measure of success being how low a premium quote they could get for price-sensitive clients. Thats all changed, and for the better. Indeed, as the profiles of this years finalists for the National Underwriter Commercial Insurance Agency Of The Year award reveal, selling a policy is often the last thing on an agents agenda when pitching a new client. Risk identification, loss control and alternative markets are now front and center.
Whats more encouraging is that top-flight agencies are sticking to their risk management mantra as most of the market softens, even though insurance is a much easier short-term sell.
The change in mindset requires thinking long term (How can I be proactive to lower the cost of risk?), rather than seeking immediate gratification (Insurance is cheap, so why not just buy coverage, transfer the risk and worry about exposure management next year?).
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