With many P&C rates remaining low and competition fierce among independent agents, every possible edge must be exploited in helping your agency remain successful. Consider: According to the Accenture Independent Agent Survey,
|- There are approximately 38,500 independent agencies in the U.S.
- These agencies generate $5 to 6 million in annual premiums, which earn commissions of less than $1 million, and they employ seven to 12 full-time employees.
- Of all P&C premiums in 2013, 58% was generated by the independent insurance agent channel.
If an independent agency wants to achieve continued growth and success—and stand out among its peers—it must develop specific and strategic recruiting, technology, marketing, sales and perpetuation programs.
One of the "secrets" to growth is to be creative and open to new ideas, says Barry Seigerman, a producer for People's United Insurance Agency, Hartford, Conn., who built a multimillion dollar agency from the ground up. "Look at every encounter as an opportunity," he says. "Everyone is a potential partner, employee or prospect for insurance."
In the first of a two-part article, here are three key strategies for managing your agency's growth and enabling its success. Look for part 2 of this article on September 17.
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