In addition to his duties as executive vice president of the Florida Association of Insurance Agents, Scott Johnson AAI, CAE, often writes about matters affecting the industry. His latest book, Platforms of Success (www.platformsofsuccess.com), is an update from seminars and research conducted early in his career, and has been added to the Associate of Insurance Production (AIP) designation library. Designed to help insurance agents compete with the growing commoditization of insurance and the general emphasis on the part of Florida consumers to consider only the lowest price, the book is endorsed by top industry leaders, including IIABA President and CEO Bob Rusbuldt.
Drawing on his perspective of the past, clear view of the present, and hopeful vision of the future, Johnson spoke with Florida Underwriter about selling, market drivers, and a topic on everyone's mind — property insurance.
Q: You came to FAIA in 1974. What crises were independent agents facing then?
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