I had a conversation last week with a good friend and colleague. During our discussion he talked about his agency and shared that he has some really outstanding technicians but really only two sales people. He has a top notch agency and they have developed some great programs for the industry that they sell both as retailers and wholesalers. Be that as it may though he has only two pure sales people in what is touted as a sales organization.
If you have been looking at the futurists and prognosticators for business in general and insurance specifically you will see a common thread in their predictions. In the next decade there will be a reduction in bodies in the insurance industry as more and more functions become digitized. These jobs will be largely administrative and clerical.
So most insurance agencies are facing a cross roads. If you take an honest look at your agency workload how much of the day is transactional? Most agencies are heavily weighted towards reactive transactions. And many of these transactions will be done by machines. Reporting claims, paying bills, making changes etc. are things that we do all day every day and the customer will be less dependent on this type of service. Machines are more convenient and also more available to the customer.