After struggling through one of the harshest winters many of us can remember, March is a welcome sight. Although the weather can still be a little dicey, at least in the Midwest, there are days of melt and thaw, when the smell of spring right around the corner turns our thoughts from mere survival to rejuvenation and new growth.
Of course, new growth is always on the minds of independent agents and brokers. Putting fresh business on the books is the reason most agents get up in the morning. But in these days of cutthroat competition, shrinking commissions and the legislative uncertainty surrounding some lines of business, it's tough to balance that quest for new business with the need to keep existing customers satisfied. That's the focus of this month's features.
In our cover story, insurance writer Dave Lenckus once again does a formidable job of breaking down a big issue and making it understandable: healthcare reform and what it means to independent agents. Although the uncertainty that surrounds this issue can still be pretty scary, some believe that adapting to the new requirements will create new synergies within agencies and present new opportunities to assist clients in navigating the law.
We also take a look at the perennial chicken-and-egg question for agents: How do I focus on going after new business while best serving the customers in my existing book? Three agency consultants share some suggestions on the best ways to make both strategies work. Continuing the retention/new business discussion, we feature the perspective of a seasoned agent on how to structure your agency operations to best serve both functions.
If you're still hungry for new ideas to grow that book of business, check out the propertycasualty360.com website for a new series of podcasts hosted by Rick Gilman, AA&B's “Agency Technology” columnist. Now the executive director of the Personal Lines Growth Alliance, Rick and his guests share some great ideas on how to beef up your agency's personal lines business—an indispensable strategy in light of the still-soft commercial market.
And don't forget our ongoing series of nexGens Initiative bloggers and columnists for an ongoing fresh perspective from the younger generations on how to succeed in the insurance business.
There may still be some snow on the ground, but March isn't too soon to start thinking about that spring garden. Here's hoping this month's issue will give you some new ideas on what to plant after the thaw!
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