Look, if anybody gets it, I do. Running a commercial book of business has all kinds of pressure involved. But when you add new business production into the mix, it’s not a multiple it’s exponentially more. The truth of the matter is until you learn to treat technology as a team member, it’s never going to get any easier for you.
It’s funny. I hear it all the time. People have all kinds of issues with producing new business or going out and opening an appointment. And the fact of the matter is, agency principals are some of the worst. They want all of the benefits of writing new business and specifically large and middle-market accounts, but they don’t want to invest the time, energy, and money into it. The truth of the matter is, they’re overstaffed in people and understaffed in technology in most cases. In today’s environment, it is so much easier to be able to go in and automate processes involving prospecting, appointment setting, and even just how you handle onboarding, and manage your client relationships going forward. There is no excuse for people to be successful. But I hear it over and over and over again. “I don’t want to pay for a CRM.” “I don’t want to pay for marketing automation.”
“I don’t want to pay for a ticketing system for service.” “I don’t want to pay for a platform where my salespeople can manage all of their leads in one place.” The truth is, you’re paying for people that can’t do this for you. It would help if you started thinking about what it’s like to operate a business in the 21st century. Get rid of the other 100 years that the insurance industry has been around. If you have a proper technology stack in your agency, it is not expensive, and it is not cost-prohibitive. What it is, is about the same amount of money it would cost for you to get a little bit higher than entry-level CSR. The truth be told, it does way more work than a CSR is going to be able to do for you. I’m not discounting the role of a CSR or an account manager at an agency by any stretch.
We all know that we need to have that personal touch for our clients. But when you look at all of the things that an automation system and a client relationship management system can do for you, that your agency management system can’t, it’s a no-brainer. It doesn’t matter if it’s $20,000, $30,000, $40,000 a year, the return on that investment is through the roof. So my advice to you is to look at technology just like you look at a team member. It has its salary, it has to have a return on investment, and it has to hit precise metrics for it to be successful. But at the end of the day, it all starts with you. You have to make the conscious decision to think that way. And once you do, you’re going to absolutely kill it in commercial insurance.
To dive deeper into this subject, make sure to listen to our podcast with the same title, featuring Scott Beene, CEO of Diversicom Corp.
Influence is one of the most powerful tools we have in business, leadership, and personal life. Used well, it inspires people, builds trust, and creates ethical results. Used poorly, it can slide into manipulation and self-interest.
Reinvention is one of the most powerful themes in the insurance industry. Some of the best commercial producers in the country did not grow up wanting to sell insurance. They did not study risk management in college. They did not come from an agency family. They found this industry after they tried something else. They found it after life pushed them toward a career where performance, autonomy, and mindset determine the outcome.
The most successful producers in the middle market did not get there because they quoted faster, smiled bigger, or knew how to talk longer. They got there because they learned how to differentiate themselves so clearly that prospects had no choice but to see them as trusted advisors. They learned to operate like businesspeople first and insurance technicians second. They learned how to tie operational mechanics to insurance outcomes. They learned how to control their time, their pipeline, and their future.
In commercial insurance, the most dangerous threats to your book of business aren’t always visible on the loss runs. One of the most overlooked vulnerabilities for middle market producers is ignoring the personal lines needs of their business owner and executive clients.
The commercial insurance industry is one of the few professions where someone can enter with no experience, no connections, and no background in risk management and still build a long, lucrative career. But success is never automatic. It requires hunger, humility, curiosity, and the willingness to keep showing up even when the process feels overwhelming. That is why the story of Pam Seidler has already started making waves among new and aspiring commercial producers.
In an industry where tradition often outweighs innovation, artificial intelligence and automation are slowly but steadily reshaping how independent insurance agencies operate. The push toward smarter, more efficient workflows is no longer a matter of if—but when. While many agencies are still evaluating how AI fits into their operations, early adopters are already reaping the benefits of streamlined submissions, faster processing, and actionable data insights.
Please confirm you want to block this member.
You will no longer be able to:
Please note: This action will also remove this member from your connections and send a report to the site admin. Please allow a few minutes for this process to complete.
Responses