Bridging the Gap: How Insurance Agents and Carriers Work Together to Grow

Jason Brown and Peter Manoogian
ZS - IBM Insurance Survey

This paper is based on findings from a survey conducted in March 2013, in partnership with the Insurance Networking News. The survey and subsequent insight were developed through a collaboration between ZS Associates and IBM Business Analytics.

The relationship between insurance companies and the agents and agencies that sell their policies can be a complex one.

Carriers are increasingly concerned about ensuring that they providing good products, services, and programs for their agents, but a gap remains between agent expectations and carrier performance.

Through this study, we sought to understand how agents sort through the competing priorities in their business, how well carriers understand those priorities, and how well carriers perform against agent expectations on each dimension.

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