Independent agents are failing to do the things that have allowed past generations of agents to be successful, and that has led to many issues that impede their growth, an insurance executive told an agent's group recently.

"Direct writers tend to do what they do extremely well," said Daniel W. King, director of agency development, personal lines for Travelers Insurance. "Independent agents have dropped the ball over the years, getting away from what they do well–educating and counseling their client."

Excerpts of his comments during a recent meeting of the Professional Insurance Agents of New York State Inc.'s Long Island Regional Awareness Program, held last week, were reported by PIANY.

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