While agency management has changed remarkably in the last 80 years, the underlying goal to increase sales has remained consistent and is still the ultimate driver in most agencies. The major difference today is most agencies are much more complex. They have more moving parts that must work in unison to increase sales. And because today's agencies are more complicated, making those sales profitable is more difficult. To grow and to make sales profitable requires more proactive management than ever before.
This partnership allowed for more give and take between agent and carrier. Agents could truly rely on their carriers for support, especially if something went wrong. Agency management philosophy reflected this stronger relationship as carriers and agencies were viewed as partners working toward the same goal.
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