When it comes to expanding your agency, one of the most critical areas to focus on is building strong relationships with insurance carriers. A key reason why members partner with us is access to carriers. Having the right carrier relationships opens the door to compete for a wide range of opportunities as you continue your growth. But how do you get in front of these carriers and position yourself as a great partner?
The first thing to understand is that, at its core, the insurance business is relationship-driven. Our connections with carriers are just as important as our connections with clients. To help our members connect with these carriers, we offer several resources, such as our weekly Carrier Corner sessions. In these sessions, we bring in a different carrier to speak with our members about their specific appetites, including unique offerings that set them apart in the market. This is an excellent opportunity for members to engage with carrier reps directly and gain a better understanding of what they’re looking for.
In addition, we host an annual meeting that brings together carrier representatives and our members. The event includes a trade show where members can meet carriers and explore potential partnerships. We also host a social event, where members and carrier reps can interact in a more relaxed, informal setting. These face-to-face opportunities help strengthen the personal relationships that are key to fostering business partnerships.
Building relationships is only part of the equation. The second piece is understanding carrier appetites and educating yourself on what each carrier is looking for. The market fluctuates and it’s essential to stay informed about which type of business carriers are targeting. This knowledge enables you to tailor your sales funnel to align with carrier appetites, putting you in the best position to form a lasting partnership.
Our Access Plus division simplifies the process for members to explore carriers and find the best fit for their agency, especially when direct appointments aren’t immediately available. From monoline home policies to specialized commercial coverage, Access Plus acts as a proving ground, allowing members to test carriers, gain valuable insights, and work toward securing direct appointments.
Ultimately, the key to attracting and maintaining strong relationships with carriers is twofold: building personal relationships and aligning your business goals with the carriers’ appetites. By actively engaging with carriers, understanding their specific needs, and tailoring your approach accordingly, you’ll put yourself in the best position to succeed.