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Scott Addis In the News
Beyond Insurance: Acres of diamonds
Posted Aug 24th 2007, 00:00
The story of an agency that learned to thrive without producers
By Scott Addis
Editor’s note: This is the first monthly “Beyond Insurance” column. The author will use the column to challenge agents and brokers to move beyond their traditional patterns of selling. In this first column he argues that the concept of “producers” may be a hindrance to agencies’ professionalism and their ultimate performance as individuals and as an agency. This column tells the story of an agency owner who woke up to the need to make major changes. Although the names used in the story are fictitious, the facts of the story are real. The author invites comments.
Ben Jones, a thoughtful, third-generation agency owner, came to work on a Monday morning three years ago to learn that his seven key producers had decided to exit his firm. They were leaving immediately to set up shop at Ben’s biggest competitor located on the other side of town.
Published in Rough Notes Magazine, August 2007.