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7 Ways to Close the "Value Gap" on Customer Service

Make your agency stand out from the competition by focusing on services and extras.

By Tom Barrett, CIC, AIA | Updated on February 25, 2014

By Tom Barrett, CIC, AAI

The trends that began in 2013, with carriers tightening appointment criteria, looking at profitability first and foremost, requiring us to sell multiple lines of coverage (e.g., auto with home), and reductions in commission continue into the second quarter of 2014. The pressure on the independent agent, as outlined in the McKinsey Report in 2013, is but one of the many indicators. Even though some refuse to admit it, insurance distribution is rapidly changing.

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