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PIA National President Auerbach Addresses AIMS Society

Changes in the economic landscape can work to the benefit of independent insurance agents, according to PIA National President Kenneth R. Auerbach, Esq., who addressed...
March 25, 2009

PIA National President Kenneth R. Auerbach, Esq.Changes in the economic landscape can work to the benefit of independent insurance agents, according to PIA National President Kenneth R. Auerbach, Esq., who addressed the recent AIMS Society's annual Pro-to-Pro conference held in Nashville.

Auerbach cited several factors working in favor of independent agents and brokers. "It's a personal service business," he said. "Customers will increasingly demand more value, better choices and more personalized services. Business relationships are built on trust - in short, everything that differentiates us from our competitors. When trust is eroded, as it has recently, consumers gravitate to what they know - smaller, local, what they can see and touch. In today's environment, the value of personal relationships soars. Nobody fosters this better than independent agents and brokers."
 
Auerbach said independent agencies have a unique opportunity. "There's a lot of displaced talent out there - talented and educated individuals who lost their jobs and who may migrate to insurance sales," he said. Noting insurance sales' relatively low barrier to entry, he added, "This can attract a great number of talented people - people with an entrepreneurial spirit who became disenchanted with their ability to explore and grow within larger firms."

Founded in 1968 as The Firemark Society (FMS), the American Insurance Marketing and Sales (AIMS) Society provides training, information and networking services designed to increase the personal and agency sales production of property and casualty insurance agents.

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