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Differences Among Traditional Insurance Marketing System

Type of marketing

What company or companies do the producer represent

Does the insurer employ the producers?

How are producers usually Compensated?

Does the Agency or Agent own the Expiration List?

What methods of sales are usually used?

Independent Agency System

Usually more than one insurer

No. The producers are employed by the agency

Sales commissions and contingent commissions

Usually Yes.

Personal Contact, Phone or internet.

Exclusive Agency System

Usually one insurer or group of related insurers

Usually No. However some producers begin as employees.

Sales Commissions and Bonus

Usually No. But the agency contract might provide for the agent’s right to sell the list to the insurer.

Personal contact, Phone or internet

Direct Writing System

Only the producer’s employer

Yes.

Salary, bonus, commissions or combinations

No.

Personal contact, Phone or internet

Direct Response System

Only the producer’s employer

Yes.

Salary

No.

Mail, Phone or internet

CHAPTER 4 - MARKETING

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