The soft market combined with a bad economy is a challenge for independent P/C agents. That was one of the observations made by PIA National Executive Vice President & CEO Len Brevik in Insurance Journal. The magazine ran an article on how agents are dealing with the recession, along with an article on strategies for agents in a recession. Brevik was the first insurance expert among many quoted in both articles.

Despite soft market conditions and a downturn in the economy, it’s still a good time to be an agent, Brevik said. “There are a lot of opportunities (for agents) but they have to have a different game plan and strategy to be able to move forward,” he said. Brevik said too many agents just look at increasing their client base, but they need to focus on deepening their client base.

Brevik suggested four areas agents should focus on: brushing up on their sales skills, leveraging their technology, increasing their focus on cross-selling and looking at money-saving strategies.

During a Recession, Agents Tend to Fare Better Than Their Customers (Insurance Journal 4/7/08)

"Strategies for Agents in a Recession" (Insurance Journal 4/7/08, available in print edition only)

May 6, 2008