Let’s hear from industry icon Sam Friedman, who retired recently as insurance research lead at Deloitte. Prior to that he was a long-time insurance writer and editor, joining National Underwriter in 1981 and banging away on a typewriter. Back then, he says, independent agents were considered doomed. Today, he notes, “They still hold a very significant share of the personal lines market, which may be a surprise to many, and they’re dominant in commercial lines.” Reflecting on his many research projects, Sam outlines three kinds of agencies: “transactionals,” “collaborators” and “strategics.” Where does your firm fit? Sam tells us which of the three is “the gold standard.” You’ll enjoy this chat with an industry icon. “I like the agents and brokers – they tell great stories, they are fun, they’re constantly under pressure to sell, they’re just a fascinating breed within the insurance industry. They are the face of the industry.”
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