Latest Survey of Agent-Carrier Relationships
Channel Harvest Research in 2012 conducted its fifth major project in the Independent Agency System—a comprehensive survey of 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?
The price for the full report is $4,950, but some discounts are available. Contact John Campbell at firstname.lastname@example.org or 202.713.5457.
To order this report or any of the Channel Harvest reports, contact: