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Over the past 15 years, insurance agencies have experienced inflation in two distinct forms.
Carrier Relationship Mismanagement (CRMM) is practiced every day by 90 percent of agencies and brokers. That's the bad news. The good news is it leaves the door open for a lot of opportunity.
Sometimes writers and consultants are too long winded. They take a roundabout way to avoid bitter reality. But for those who prefer brevity, I'll get to the point: This market sucks. It is the worst insurance market since 1933.
Agents are facing the softest market since 1933 and many are scrambling to find growth anywhere they can. Some agents are truly scared, and when a person is scared, emotions often trump logic. Quick fixes, even if illogical, become irresistible.
I have written many articles in the last 15 years regarding trust ratios, commingling funds and trust money.
Why pay producers 35 percent on new business rather than the 30 percent an agency might pay for renewals?
Agents are boiling over with frustration at carriers who are focused entirely on growth regardless of loss ratio.
An agency owner dreads the scenario that an employee leaves the agency and takes customers, prospects, employees and proprietary information with him or her to a new job. When this happens, the agency loses more than its investment in the employee.
A penny saved can be worth a lot more in business. When an insurance agency saves a penny through better carrier compensation, it can be worth a dime or even more.
Eighty years ago, automation consisted of a telephone and typewriter, agency commissions were much higher than they are today, and agents had more responsibility, "for better or for worse."
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That's the bad news. The good news is it leaves the door open for a lot of opportunity.", "body": null }, { "uri": "/2010/02/28/state-of-the-market-take-a-guess/", "title": "State Of The Market? Take A Guess", "byline": "Chris Burand", "kicker": "", "prettyDate": "February 28, 2010", "timeToRead": "6 minute", "image": { "uri": "", "width": "", "height": "" }, "authors": [ { "webUrl": "/author/profile/chris-burand/", "name": "Chris Burand" } ], "kickerNode": [], "summary": "Sometimes writers and consultants are too long winded. They take a roundabout way to avoid bitter reality. But for those who prefer brevity, I'll get to the point: This market sucks. It is the worst insurance market since 1933.", "body": null }, { "uri": "/2010/01/31/the-allure-of-the-quick-fix/", "title": "The allure of the quick fix", "byline": "Chris Burand", "kicker": "", "prettyDate": "January 31, 2010", "timeToRead": "7 minute", "image": { "uri": "", "width": "", "height": "" }, "authors": [ { "webUrl": "/author/profile/chris-burand/", "name": "Chris Burand" } ], "kickerNode": [], "summary": "Agents are facing the softest market since 1933 and many are scrambling to find growth anywhere they can. Some agents are truly scared, and when a person is scared, emotions often trump logic. Quick fixes, even if illogical, become irresistible.", "body": null }, { "uri": "/2009/12/31/trust-money/", "title": "Trust money", "byline": "Chris Burand", "kicker": "", "prettyDate": "December 31, 2009", "timeToRead": "7 minute", "image": { "uri": "", "width": "", "height": "" }, "authors": [ { "webUrl": "/author/profile/chris-burand/", "name": "Chris Burand" } ], "kickerNode": [], "summary": "I have written many articles in the last 15 years regarding trust ratios, commingling funds and trust money.", "body": null }, { "uri": "/2009/12/07/for-the-manager-producer-compensation-time-for-something-new/", "title": "For the Manager- Producer compensation: Time for something new?", "byline": "Chris Burand", "kicker": "", "prettyDate": "December 07, 2009", "timeToRead": "7 minute", "image": { "uri": "", "width": "", "height": "" }, "authors": [ { "webUrl": "/author/profile/chris-burand/", "name": "Chris Burand" } ], "kickerNode": [], "summary": "Why pay producers 35 percent on new business rather than the 30 percent an agency might pay for renewals?", "body": null }, { "uri": "/2009/11/04/for-the-manager-cash-flow-underwriting-frustrates-agents/", "title": "For the Manager- Cash flow underwriting frustrates agents", "byline": "Chris Burand", "kicker": "", "prettyDate": "November 04, 2009", "timeToRead": "5 minute", "image": { "uri": "", "width": "", "height": "" }, "authors": [ { "webUrl": "/author/profile/chris-burand/", "name": "Chris Burand" } ], "kickerNode": [], "summary": "Agents are boiling over with frustration at carriers who are focused entirely on growth regardless of loss ratio.", "body": null }, { "uri": "/2009/10/07/for-the-manager-protect-your-assets-with-non-compete-agreements/", "title": "For the Manager- Protect your assets with non-compete agreements", "byline": "Chris Burand", "kicker": "", "prettyDate": "October 07, 2009", "timeToRead": "5 minute", "image": { "uri": "", "width": "", "height": "" }, "authors": [ { "webUrl": "/author/profile/chris-burand/", "name": "Chris Burand" } ], "kickerNode": [], "summary": "An agency owner dreads the scenario that an employee leaves the agency and takes customers, prospects, employees and proprietary information with him or her to a new job. When this happens, the agency loses more than its investment in the employee.", "body": null }, { "uri": "/2009/08/31/for-the-manager-pennies-add-to-big-savings/", "title": "For the Manager- Pennies add to big savings", "byline": "Chris Burand", "kicker": "", "prettyDate": "August 31, 2009", "timeToRead": "5 minute", "image": { "uri": "", "width": "", "height": "" }, "authors": [ { "webUrl": "/author/profile/chris-burand/", "name": "Chris Burand" } ], "kickerNode": [], "summary": "A penny saved can be worth a lot more in business. When an insurance agency saves a penny through better carrier compensation, it can be worth a dime or even more.", "body": null }, { "uri": "/2009/07/05/agency-management-yesterday-and-today/", "title": "Agency management: Yesterday and today", "byline": "Chris Burand", "kicker": "Market Insights", "prettyDate": "July 05, 2009", "timeToRead": "7 minute", "image": { "uri": "", "width": "", "height": "" }, "authors": [ { "webUrl": "/author/profile/chris-burand/", "name": "Chris Burand" } ], "kickerNode": [ { "uri": "/market-insights/", "sectionName": "Market Insights" } ], "summary": "Eighty years ago, automation consisted of a telephone and typewriter, agency commissions were much higher than they are today, and agents had more responsibility, \"for better or for worse.\"", "body": null } ] } }
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