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...ills you get. What ancillary services do they provide? An experi...

... not been rated yet. Today, more than ever before, the independent agent needs to reduce expenses and increase income. In this document, Jack Fries explores the advantages that transactional filing and imaging systems can provide to agencies. In order to accomplish this, an agency needs to establish processes that incorporate four cornerstones to effective procedures: Efficiency, E&O Protection, Perceptible Customer Service, and Ancillary Sales Opportunities. Most agencies that I visit aren't doing this. A high level of agency profitability is achieved only when focus returns to the customer and agency profitability. The steps to achieve this level of success are Analysis, Structure, Written and Enforced Procedures, Full Implementation and Utilization of Available Technology, and Accountability. To devise an action plan, the agent must determine where the agency is ... A first step could be to determine where you rank with other agencies of your size in your area. You can find excellent peer group comparisons in the Best Practices Study published by the IIABA and the Growth and Performance Standards published by the Academy of Producer Insurance Studies. Next, audit your existing systems and procedures. This requires a systematic analysis of all agency operations. Occasionally agency personnel can accomplish this, but outside assistance is often required. I've seen many agencies in which the owner and personnel have never worked for another agency. The old adage, You don't know what you don't know' applies here. Agencies waste time and money because we've always done it that way. Why? Because agency personnel have never seen another way. Analyze every agency activity to answer these questions: Is this ...

... Powell & Duggan understands what our department offers. Develop a supplemental insurance marketing strategy letting customers know that we have products to fit needs such as, high deductible plans, hospital cash policies, specialize coverages for specific illnesses. Service staff to contact clients more often on a "hello basis." Competitive Position Develop and obtain carrier that will develop specialty and regional markets. Through the TPA, offer ancillary products that will totally round out employee benefits Social Commitment Present staff would continue their activity with the SOWEGA Council on Aging, the Georgia Health Care Decisions, and the Albany Chamber of Commerce. Mayor's Task Force, Georgia Association of Health Underwriters. CORDELE SALES Market Growth The combined efforts of personnel to increase commission by $72,000. This will be accomplished by: Frank Thurmond: Continue ... market penetration of the niche markets we target. 75% of Commercial Lines Book rounded out with Travel and Life and Health. Create a bond department. Customer Service: Develop means of measuring customer satisfaction. Risk Management Service for accounts which we believe require this service. Social Commitment: Three (3 ) seminars per year - sponsored. One (1 ) seminar per year - taught by agency personnel. Join and actively participate in all associations of niche markets we target. Profitability: Net profit before taxes PERSONAL LINES MISSION: Quality staff dedicated to producing quality products for mutual profit. VISION: A growing department, with innovative service techniques and sales delivery STRATEGIC OBJECTIVES Market Growth: Grow $250.000 in commission income from 1997 to 2002. Competitive Position: Have all competitive markets in our geographic ...

...kets. Through the TPA, offer ancillary products that will totally round ou...nt base as source of new clients. Personnel & Management Hire one new agent this year. Personnel meeting twice a month for traini...