• Are you an independent agent or a captive agent?

An independent agent works with several insurance providers. He or she can shop around and compare policies between several companies to get the specific coverage you need. A captive agent works with only one insurance company.

• Can you explain this to me in terms I can understand?

It is important to know that your agent can speak to you in terms you understand and not just “insurance speak.” You may have heard the common insurance terms, but what matters is whether or not you know what they mean to YOU.

Your agent should be licensed in your state. Any additional credentials represent additional areas of training and expertise.  

You want to make sure they can offer you exactly what you are looking for, whether it’s personal insurance and/or commercial insurance, life insurance, etc.  

Ask about a specific situation and have him/her walk you through the process. Be sure to ask what is NOT covered under a typical policy as well.  

Feedback from current and previous clients can provide insight into your agent's strengths.

There are several options for policy discounts these days. Make sure your agent will do his/her best to search for ways to save you money.

• Is there anything that you can provide, other than a policy, to support my business? 

An answer of “service” is not necessarily what you want to hear as it provides no specifics and is very generic. Ideally you would like to hear they offer more specific support, such as resources for discounts that may help lower premiums, assistance with marketing to increase brand awareness, or Disaster Recovery Plans to minimize being out of business due to a fire/water leak/etc.  

This allows them to share their PODs (Points of Differentiation) as they hopefully have developed ways to stand out from their competition. Some of these responses may be similar to the first question, but it allows the agent to show if they’ve professionally differentiated themselves. Some examples are providing Custom Communication Plans, Risk Surveys, Workers Compensation Modification review and a plan to lower it (which can save money over time), Profit Center review, Vendor Audit review, etc.

You and your agent should be going through a Risk Survey to make sure there are no areas where you are not properly protected and discuss how your risk management program can be adjusted. It is recommended to have a Communication Plan in place where your agent reaches out on a regular basis to make sure all is well and the plan you have in place if performing as you would like.