They are often more open to offering enhanced policy limits and more favorable terms, providing agencies with greater ability to tailor coverage to the unique needs of their clients. This level of market openness has not been seen in several years, so now is the time to get after it. •
CONTINUED FROM PAGE 11
• Sell more commercial. Diversity in an agency is key and allows for the opportunity to pivot regardless of the market. Businesses need insurance to operate so there are many opportunities for producers to uncover more predictable income. As producers grow their book, hire additional service people to free up their time to continue to do what they do best – produce.
• Invest in producers by prioritizing training and development. If your agency conducts an annual sales kickoff, how much do you focus on training? Training and developing producers should be a core part of your culture. Start by looking at the team’ s weak spots and create a“ practice” plan around improving those weak spots. The best sports teams practice daily, shouldn’ t your sales team do the same? Remember that it’ s not just about understanding insurance products and markets. Producers should be focused on how to articulate your offer in a way that’ s specific to the client’ s needs.
Now is the time to get aggressive and fight to stay competitive. Many carriers are focused on growth and are demonstrating greater flexibility to secure new business.
They are often more open to offering enhanced policy limits and more favorable terms, providing agencies with greater ability to tailor coverage to the unique needs of their clients. This level of market openness has not been seen in several years, so now is the time to get after it. •
Keith Captain is is President of FirstChoice, a MarshBerry Company. Under Keith’ s leadership, FirstChoice has become one of the fastest growing networks in the country. Recognized as the largest agency partnership by Insurance Journal, FirstChoice has established agency relationships spanning across 39 states and growing. In his role, Keith was instrumental in establishing a smooth integration between MarshBerry’ s Platform and First Choice Agents Alliance − a merger that further dominates and redefines the agency partnership space.
AGENTS OF
Solidarity
We’ re with you every step of the way
Behind every Progressive agent is the support of more than 50,000 Progressive employees. It’ s our mission to make sure you have the tools and resources you need to succeed.
From caring field sales reps to dedicated agent service teams, we’ re ready to help you grow. Plus, we supplement your counsel and guidance with aroundthe-clock claims and customer service via our mobile app and online servicing.
Whether it’ s sales, service, claims or anything in between, you’ ve got a partner every step of the way.
TO LEARN MORE
Search for us online at Agents of Progressive, Progressive Connect, or Progressive Appointment.
28 KANSAS INSURANCE AGENT & BROKER