Just as accountants do more than fill out tax forms and attorneys have responsibilities other than contract reviews, insurance agents have a greater depth of expertise available to clients beyond selling insurance. To become a trusted advisor, many agents and brokers are shifting focus to the broader need for risk control and management, and helping clients make better informed long-term business decisions.
Agents interested in establishing a reputation as a trusted advisor should be ready to overcome a range of obstacles, but myriad opportunities—such as better visibility among centers of influence and more lucrative client relationships—await those who accept the challenge.
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