MANAGE & LEAD
news from their trusted insurance advisor. But it isn’t very
easy to be proactive with the consumer when the agent
receives this news at the same time the client gets their
renewal bill. Clear, concise communication of the types
of accounts with which the company had recent success
is a good start to ensure both agents and carriers are
on the same page. When accounts are declined, clear
communication detailing the specific reasons helps
focus the agency on future pre-qualification and better
submission preparation.
Consideration
must partner with agents who also focus on organic
growth, companies who help the agency achieve jointly-
agreed sales goals will be motivated to continue to place
quality business with that carrier. Joint planning is key
to strengthening agency-company relationships. What
accounts are going to be submitted in the coming year,
and what will it take for the company to write them? Is
the company willing to commit resources in the form
of producer acquisition and training, account manager
support, or other resources needed by the agency to attain
the desired growth? When both sides commit to a specific
sales strategy and hold each other accountable, it benefits
both parties in the form of additional new business growth.
Communication
Just as in our relationships, excellent communication is a
key element of maintaining a quality relationship between
agency and company. The bad news is always bad, but late
bad news is worse. From time to time, we are going to have
a tough conversation when a carrier wishes to exercise its
right to non-renew or cancel a piece of business. Seldom
does that come as a complete surprise to the agency. We
were looking at the same loss history, loss control reports,
and pricing. When companies know they are facing price
increases, coverage restrictions, and other changes that
impact the policyholder, it’s always best if they hear that
Sending a decision-maker to the agency is a lot more
helpful than just sending someone to schmooze. While
they may not have the final say on underwriting decisions,
a skillful marketing representative can give an initial
impression of the company’s position on a particular risk,
point out weaknesses in the agency’s submission, and run
interference when appropriate. Sending in business that
in no way will be given a second look by the underwriter
Bremen Farmers Mutual
Insurance Company
Serving Kansas since 1888
• Homeowners • Agri–Pak (Farmowners)
• Preferred Homeowners • Inland Marine
• Dwelling Fire • Business Owners
• Online quoting, application submission, and document
view available
Curtis Holle • President
Becky Scheele • Claims Mgr.
Bryce Peters • Underwriting Mgr.
201 Brenneke St. | Bremen, KS 66412
T: 800.562.5712 | F: 785.337.2414
www.bfmic.com
Email: [email protected]
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