Hard market continues in many lines of business...

The hardening insurance market comes as both good news and bad news.  For agents and brokers who have been selling their products and services at record low prices for years, it’s welcome news.  For the insurance buying public who has to deal with price increases or coverage restrictions, it’s not.

Agents selling these increases or delivering news of changing market conditions  face a real challenge.  Since the last hard market occurred in the mid-eighties, it’s estimated that over half the insurance professionals today have never experienced selling under these conditions. 

Certainly, what it takes to be successful in selling in a hard market is no different than what it takes to sell at any time – hard work, persistence, and maintaining excellent client and company relationships.  But there is a difference.  The new successful agent needs to be aware of much more information about his client and the insurance companies.

Selling in a Hard Market offers practical advice to incorporate into your agency, individual risk, and company strategies.  I guarantee you’ll work harder than ever before.  But the result will be both immediate and long-term sales success

Thoughts from insurance professionals about Selling in a Hard Market:

Reading Selling in a Hard Market is like listening to a motivational speaker.  Agents will be energized and full of ideas to implement for succeeding in the hard market - and beyond.

Roger Looyenga, CPCU, CLU

CEO, Auto-Owners Insurance

Emily Huling has done a fantastic job of focusing on proven solutions to the challenges – and opportunities – of higher rates and tougher underwriting in the new millennium.

George Nordhaus
Chairman, Insurance Marketing and Management Services