What do insurance carriers really want from insurance agencies? I was surprised recently when a marketing rep for a national carrier answered by saying: “We want continuing production!” I asked him if it was important to his company that the production be profitable? He looked at me like I was challenging him. Apparently I pierced a raw nerve.
Growth goals should always emphasize profitability first. Too often, some people get so caught up in the production numbers, that they lose sight of how we have succeeded in this industry.
Many agencies are asked to increase production by 10% or more each year so that some carriers can exceed their annual production goals. Would it be wiser to possibly lower the production requirements and factor-in what constantly increasing production sometimes affects?