Insurance distribution dominates conversations about the marketplace. We talk about enormous advertising budgets, overwhelming messaging to the audience, a focus on price and saving money, and conducting business in a nanosecond. Independent agents ask, “How are we to compete in this ever-changing and increasingly 'noisy' space?” The answer may very well be, “We shouldn't!”
It's amazing how many agencies are prospecting and approaching sales today the same as in the pre-Internet era.
If you're trying to compete in that space, rather than being a trusted adviser managing insurance programs (not selling policies) and providing valued advice to your clients, then there are obstacles before you. Let's explore five ways agencies shoot themselves in the foot when trying to compete with direct writers:
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