Posted On: June 25, 2008, 3:10 pm CDT

Posted By: Gill Fin

any other consideration (at least at point of purchase), insurers have responded in kind. Meaning drive down costs at any cost. Meaning reduce expense ratio at any cost. So pay lower commissions to agents and more workload for underwriters and claims. So pretty soon we don't get the best and brightest in our industry, we get the next level down, or maybe two levels down, when it comes to quality personnel. Which leads to increased customer complaints and lapse/can. Which increases expense ratio. Which drives up the cost of insurance.

My company asked me to refer candidates for agency. Out of the hundreds of people I know, I sent in first one, then another one a few years later. I only considered these two to have the servicepersons heart one needed to be the right representative for such a challenging business. Both hardworking, kind, family guys who would give our industry the kind of effort needed. Neither one met the financial background requirement necessary. Every other criteria made them top notch candidates.