Frank Pennachio

How To Get the Most Out of Your Distribution Force

Many insurance buyers perceive insurance as a product and service with price as the primary differentiator. When agents follow their buyer’s lead and ask their insurance company partners for the lowest price, insurance companies don’t get the opportunity to compete on their capabilities to reduce risks and improve outcomes.

Carriers and the Decline in Insurance Agent Education

Education for insurance agents has turned into a race toward the bottom. It’s time for conversations between carriers and agents to evolve beyond the usual niceties and routines and into strategic discussions about their respective roles now and in the future.