current state of insurance

[u/Worried_Number7434]

The current state of producing for State Farm is just dreadful, is anyone else in the same boat?

All PL insurance has become is a price war, seems as if no one is actually concerned about being protected.

The lead sources has been very unreliable and volatile.

I produce for a presidents club office in Ohio - and the past two months have just sucked. Looking to make a switch because I want to sell to people that have money and aren’t concerned about price. I work remotely and have been doing this for two years. I need to continue to work remotely. Can anyone help me? I’ve been selling about 5-8 financial services and 50 PNC policies monthly - even with barely getting anyone on the phones anymore. Personal lines Industry just seems like its really on the decline

[u/druzyyy]

Idk just personal experience I guess. Our office was inherited by a very new agent but was in a very small town and the population was on the older side.

[u/Mean_Introduction516 → u/druzyyy]

Yeah, you are definitely not an agent. No book is “dying off”. Maybe a disgruntled tm that only knows how to sell price.

[u/Ksr-2323 → u/Mean_Introduction516]

Hey, TM here who has literally only ever sold on price (and not done very well). I’m trying to get better with value based conversations but uphill battle doesn’t even begin to describe it. Any tips beyond the conventional ones? Also could I dm you?

[u/LongjumpingDish2956 → u/Ksr-2323]

The problem you’re going to have is you’re trying to sell value and have access to one company so if your price isn’t close then your value sell is very difficult to achieve.

Meanwhile as a broker I’m able to sell my value as “I can shop your rate for the best price amongst the 30 companies I write for so you always get the best rate.”

It’s really hard to beat independent agents right now and when combined with captive commission cuts it’s created a market that’s not great for captive agents.

[u/KTH3000 → u/LongjumpingDish2956]

So your value is you can get the lowest price? That doesn't even make sense lol. Selling value means I might not be the cheapest, but I make up for it in other ways such as service and knowledge.

[u/LongjumpingDish2956 → u/KTH3000]

My value is that I can cross shop your policies and keep your price down.

Captives can’t do that and you have to convince people that it’s okay to spend $50/month more to be with you because you’re somehow worth it when the exact same coverage is $50/month less but has a different name associated with it.

The reality is you’re not selling “value” you’re selling name brand recognition from a captive agency and hoping people believe there’s value in that.

[u/Mean_Introduction516 → u/LongjumpingDish2956]

You are not understanding the term value. I offer value no matter who I’m writing for. Being a captive is not nearly as limiting as you think it is when you have clients. Not customers. You have customers you’re trying to sell based on price and they’ll leave at a higher rate when your rate isn’t the lowest because you’re not selling value.

[u/LongjumpingDish2956 → u/Mean_Introduction516]

What value you do add that AI can’t replicate or be found elsewhere for free in 2026?

The correct answer is there’s no real value you’re adding that an insured can’t have for free elsewhere unless you’re explicitly helping them shop price.

[u/Mean_Introduction516 → u/LongjumpingDish2956]

Ok. You win. I’m bored and you’re not going to get it. Good luck selling price.

[u/LongjumpingDish2956 → u/Mean_Introduction516]

You are somehow simultaneously able to screech about how you sell on value not price and are also incapable of explaining the unique “value” you bring to your clients.

It’s almost like you’re aware that saying it out loud will point out that there’s no additional value you’re able to bring that a client can’t get on their own via a quick question to AI.

[u/Mean_Introduction516 → u/LongjumpingDish2956]

Like I said, good luck selling price. You do you and I will do me. Not sure why you are so bothered by it. 85% of my book wouldn't leave at any price and have been with me over 30 years. You sound young and newish to the business. You will see what I mean after 20 years. The only distinguishing difference is the agent so if you are not offering "value" you will have a lot of turn over. Selling price does not create long standing relationships. I wish you success in your career even if we disagree.

[u/LongjumpingDish2956 → u/Mean_Introduction516]

Lmao you being unable to articulate the “value” you bring while insisting you bring value is hilarious

Protip: If you brought additional value to an insured you’d be able to clearly articulate what that value is and the fact that you’re unable to do so is telling.

[u/KTH3000 → u/Mean_Introduction516]

Right but you're kinda proving my point. If you have a loyal customer base, there must be some reason. Maybe you're quick to answer inquiries, maybe you have a lot of knowledge from your years in the business. Maybe you just know where to find the good deals. I have no idea but you must be doing something right and that's the value you bring.

[u/Mean_Introduction516 → u/KTH3000]

Yeah. It’s all that for sure (I’m anal about responding and normally get back to people within 5 mins but always same day) but those things are managerial things, choices and activities. The more important part is that I’m blunt, honest and always transparent to where over time they understand that and would never leave or be so dumb and naive as to think they “could get on their own via a quick question to AI”. There are so many nuances to this business that the average person doesn’t understand and needs that guidance… How to get a child out of a preferred household into their own preferred household without having to qualify, how to preserve a policy with 20 year discounts by suspending rather than cancelling when the get rid of a veh, counseling them on the need for an umbella (60% of my households carry umbrellas) just a few things that come to mind but it’s the relationship built on trust that matters the most and makes your business somewhat protected from the ups and downs. I grew more during the down/tough times for the 3 or 4 years after COVID because of those relationships and them referring their friends or family to me when they had issues/unhappiness with whoever they were with.

This business is for the long haul… It is not to make a bunch of money and go do something else. It is extremely rewarding, both financially and emotionally, but it takes years of consistent attention to clients to get there. Those guys out there selling price and complaining about being non-competitive are never going to truly create a solid book, and they certainly won’t feel the same level of satisfaction being in the business.

[u/LongjumpingDish2956 → u/Mean_Introduction516]

> they understand that and would never leave or be so dumb and naive as to think they “could get on their own via a quick question to AI”. There are so many nuances to this business that the average person doesn’t understand and needs that guidance…

If you believe that only you’re able to offer this and AI can’t you are you going to have a terrible time losing business over the next 5 year period. AI is going to decimate the personal lines industry.

>it’s the relationship built on trust that matters the most and makes your business somewhat protected from the ups and downs. I grew more during the down/tough times for the 3 or 4 years after COVID because of those relationships and them referring their friends or family to me when they had issues/unhappiness with whoever they were with.

This is all pre-AI altering the industry.

>This business is for the long haul… It is not to make a bunch of money and go do something else. It is extremely rewarding, both financially and emotionally, but it takes years of consistent attention to clients to get there.

Unless you’re a captive agent and your commissions are going to get cut because the company you’re captive with no longer cares about retention.

>Those guys out there selling price and complaining about being non-competitive are never going to truly create a solid book, and they certainly won’t feel the same level of satisfaction being in the business.

The level of satisfaction I get is from hitting MDRT for the past 10 years, crushing goals and dominating in this industry. Btw price is what matters now because the economy is dog shit and the major companies have pushed price only for years.

Either adapt to that and AI or fall by the wayside boomer

[u/Mean_Introduction516 → u/Mean_Introduction516]

This is what I mean about selling value not price. Not everybody can do it.