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Channel Changers: Can Consumers Be Convinced to Switch?

Disintermediation wont be easy in the personal-lines market, at least among many of those who work with agents today, but direct buyers appear to be more open to purchasing through an intermediary, a Deloitte Research consumer survey indicates.

By Sam J. Friedman | Updated on May 17, 2012

Disintermediation won’t be easy in the personal-lines market, at least among many of those who work with agents today, with one in four auto policyholders and one in five homeowners surveyed by Deloitte Research indicating they would not buy without their agent or some other intermediary—period.

However, while Deloitte’s “Voice of the Personal Lines Insurance Consumer” surveys found that a significant number of the auto and homeowners’ insurance buyers queried who currently use agents cannot do without an intermediary, many respondents indicated they are at least open to the idea of buying direct from an insurer, given the proper price incentives and services.

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