Insurance Journal Forums

I am interested in working in an agency environment after several years on the company side.

However I'd like a position where I just cross-sell and up-sell the existing PL book of business (not this mixed with inbound general customer service, etc). Do positions like this exist? If so any suggestions on locating one? Or would it most likely just be mixed with a CSR type role-of which I have no interest.

Basically you are looking to be a producer without having to produce new business. You will not find a position like this in a smaller agency. Bigger agencies will probably have a position for you reviewing policies and cross selling.

Good luck finding that type of offer in a smaller shop. You might find a primarily Life / Health agency that is trying to transition into a multi-line agency. They may have a need for a knowledgable P/C person to work the life client files for the rounding of accounts.

I can't figure how you'll ever get away from at least SOME service work, though. We all have aspects of our jobs we like less than others...

As an afterthought, find a good CSR and team up with that person... you do the selling and they do the service work... sell the new employer a total package!

Swymmer

Where are you located (City, State)

There could possibly be opportunity in a mid to large agency that is looking to organically grow their PL book of business

[quote="Porter"]Basically you are looking to be a producer without having to produce new business. You will not find a position like this in a smaller agency. Bigger agencies will probably have a position for you reviewing policies and cross selling.[/quote]

Producers produce new business and CSR's do service work including looking for cross selling opportunities. You will be best served by picking one function and being very good at it.

Atlanta, GA. Interesting replies and a bit surprising. It seems like such a gold mine. If a producer only goes after new business and a CSR only responds to incoming customer calls and inquiries...shouldn't someone be proactively looking after the existing book of customers and working on retention and long-term customer relationships and building trust?

Customer lifestyles change, company products and pricing plans change, the market and environment change, etc. And it's up to the customer to call the agency and ask about this stuff?

The role you are describing is filled by a CSR/Account Manager in most agencies. CSRs are not normally "just expected to respond to customer phone calls". They are expected to be proactive, up-sell and round out accounts. In the personal lines arena, most of these accounts were "sold" by the CSR, not a Producer. Therefore, the CSR normally rounds out, up-sells, etc. at the time of the original sale, or if not possible at that time, continues to try to do so in the future.

Don't know what type of positions are available, but if you are looking for what kinds of jobs are available in PL, you may want to try the PLUS website.