Channel Harvest Research has conducted another annual survey of independent agents’ attitudes about various aspects of working with insurance carriers.
Despite lingering economic issues and a prolonged soft market, winning insurance carriers in the Independent Agency System are maintaining books of business—and even growing. How are they doing that? In part, these carriers have a keen understanding of what drives placement decisions by their key sales force: independent agents and brokers. They seek out actionable information on agents’ perceptions and priorities —and — with that knowledge they can leverage relationships to drive new and renewal business.
They have come to count on the third-party research of Channel Harvest, whose surveys are sponsored by Insurance Journal, a leading insurance industry magazine.
The 2012 analysis and survey report probed deeply into specific actions carriers can take to earn more business from agents. Among the questions it answered:
- What is valuable enough to cause agents to recommend a more expensive policy?
- How often do agents remarket at renewal, before customers might ask them to—and why?
- How are agents using Facebook and Twitter—and how much do they think they help agency business?
- Do agents want carriers to help them prepare for retirement or an eventual agency sale?
- What proportion of agency owners plan to try to keep the business in the family?
- What do agents say separates a good carrier field rep from a great field rep?
- How important are lead lists, financial strength and claims service in carrier selection?
- Which carriers rate highest in providing valuable marketing and sales support?
- Do agents really want in-person training?
- Mobile devices support: How important is it?
- How are some agents succeeding at finding and developing new talent?
To order this report or any of the Channel Harvest reports, contact: