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UFAA 2014 UFAA NATIONAL CONVENTION KEYNOTE SPEAKER
HAS FARMERS FINALLY CHARTED A NEW COURSE
If you look at the cover of this issue of The Voice you will see a ship going in circles as the captain of the ship has obviously not determined a final destination. For many years the Agency Force has watched the leadership of Farmers steer the organization in what seemed to be a rudderless course. It has resulted in loss of market share, loss of PIF (1,251,000 Net PIF Loss in 2013), loss of agencies (1,400 in 2013) and a loss of income to the Exchanges and Agency Force.
It now appears that Farmers may be headed in a positive direction. The decision to let the Agency Force convert the 5XX series policies once again, the decision to allow agents to quote qualified standard business in Farmers or Bristol West is another positive step. The decision to modify the Television commercials to include the hook, you may save money. There are many more positive changes coming and Farmers, as well as the Agency Force, is in dire need of these changes.
There are still some serious concerns on the Agency Force side that FGI is allowing the Wall Street bean counters and advertisers to take the company in the wrong direction. There has long been a need for an individual (with a sales background) that understands the success of Farmers depends on insurance sales, not catchy phrases or cookie cutter offices. There is one thing, and one thing only, that will determine the future of Farmers and that is the Agency Force. But in order for that to happen FGI (management company) MUST, MUST provide proper product pricing and then stand back and let the Agency Force do what it does best and that is sell.
It just absolutely baffles the Agency Force that FGI actually believes that the Agency Force doesn’t want to market, quote or sell. The reality is that all agents want to succeed or they wouldn’t be in sales. The bottom line is sales people in all fields know when their products are uncompetitive and they realize the futility of it all and that is why 1,400 agents left in 2013 and why Farmers had a Net PIF loss of 1,251,000. Bottom line, the Agency Force needs FGI to do one thing and that is to focus on providing competitive products at competitive prices and stop the cookie cutter distractions.
Tom Schrader - President