The relationship between insurance companies and their producers is often characterized by a functional disconnect. The source of the problem is a basic misalignment of goals between agencies seeking growth and companies pushing for increased profits.

But these goals do not need to be in conflict with one another. In fact, insurance companies and producers are missing a tremendous opportunity when they allow this perceived conflict to come between them.

The “perceived conflict” is a key concept in this case. The root cause of the problem is how companies and agencies view each other. There is nothing wrong, nor intrinsically incompatible, about their goals. They simply need to be realigned, and that requires a change in mindset.

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