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With a continuing soft market and very competitive conditions creating profitability pressures, it is more important than ever for carriers to optimize their relationships with independent agents. Carriers are focusing on growth strategies, expense reduction, and improving underwriting results. They are expanding channels and appointing new agents. And they are looking for innovative ways to optimize and motivate their current distribution model to drive more revenue.

Strong relationships with agents are generally correlated with high production from agents. Beyond encouraging a solid personal relationship with an underwriter, which often depends on chemistry, what can a carrier do to systematically build a stronger connection with an agent and thereby obtain additional premium production?

While an underwriter relationship may make the difference in whether a carrier is number one or not for an agent, other factors can overcome a less-than-perfect relationship. Each of these items is heavily impacted by technology.

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