Independent agents and brokers may be more interested in sales support than they were a year ago.
Researchers at Celent L.L.C., Boston, have reported data on that point in a report based on a 2005 survey of 435 independent brokers and independent agents doing business in the United States.
Researchers asked participants to list the top 3 factors influencing their decisions to do business with certain carriers when 2 or more carriers are offering similar products at similar prices.
The percentage naming sales support as one of the top 3 factors increased to 35% in 2005, from 22% in 2004, and sales support climbed to third place on the list of deciding factors, up from fifth in 2004.
“New business and underwriting support” and “underwriting speed” continued to hold the second and third positions.