If it can be said that a critical step on the road to success isadjusting one's own expectations, Dan Wolfgram, executive vicepresident in Personal lines, marketing and communications atWaukesha, Wis.-based R&R Insurance Services, has a clearmessage for producers who might be laboring under an unrealisticview of Personal lines performance.
“If agents think they are going to grow Personal lines businessby rate [increases], particularly in auto, it's not going tohappen,” he says.
Indeed, Personal lines premiums have seen only small (2% to 3%)increases for longer than most agencies care to remember. But if alack of major catastrophes in the past year is a factor,analytics-driven pricing precision on the part of insurers is thelarger component of a continued competitive climate.
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