Thank you for sharing!

Your article was successfully shared with the contacts you provided.
Demonstrating your core values to your customers takes work, but it pays off. (Photo: NUPC)

At an industry conference, an independent agency owner in upstate New York relayed how he expanded his business among existing personal lines accounts by one-third over the course of several years. A part-time customer service rep would come into the office for several hours on Fridays and call accounts who had one or two policies with the agency, talking about the importance of personal umbrella policies and offering free quotes. Of course, she left a lot of voicemail messages. The owner told me, “In the first year or two, nothing really happened. We didn’t sell very much. But suddenly, people started asking for quotes and started buying umbrellas.”

To what did he attribute the change in reception? “With this young lady leaving friendly messages year after year maybe they felt if it was important to her to call, it should be important to them, too.”

Want to continue reading?
Become a Free
PropertyCasualty360 Digital Reader.


  • All PropertyCasualty360.com news coverage, best practices, and in-depth analysis.
  • Educational webcasts, resources from industry leaders, and informative newsletters.
  • Other award-winning websites including BenefitsPRO.com and ThinkAdvisor.com.

Already have an account?


Join PropertyCasualty360

Don’t miss crucial news and insights you need to make informed decisions for your P&C insurance business. Join PropertyCasualty360.com now!

  • Unlimited access to PropertyCasualty360.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including BenefitsPRO.com, ThinkAdvisor.com and Law.com
  • Exclusive discounts on PropertyCasualty360, National Underwriter, Claims and ALM events

Already have an account? Sign In Now
Join PropertyCasualty360

Copyright © 2021 ALM Media Properties, LLC. All Rights Reserved.