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The Ultimate Account Manager-Part 2 - The Insurance Marketplace - NO CE

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ABEN Masters |  CSR Training |  Professional Development
Cheryl Koch |  Mary Eisenhart
2 hrs
Access for 90 day(s) after purchase.


The Insurance Marketplace

  • Insurance Market Cycles – understand what creates them, what is the current state of the market and how does all of this impact our clients

The Evolution of Carrier Markets – every independent agency maintains relationships with a number of standard (contract) insurers, wholesalers and surplus lines brokers.  What does the insurer look for in an agency partner?  What are the important factors for an agency to evaluate when doing business with a particular insurer or broker?

  • What is the impact on our clients of placing business through a non-standard or residual market?  What is the impact on our internal operations?

  • What is the “right” number of relationships for an independent agency to maintain?  What role does the account manager play in this decision?

  • What is the role of reinsurance in the primary insurance market and what impact do changes in rates and coverage have on our clients?

  • What are the driving forces behind the current state of the property and casualty insurance marketplace?  What are the imminent threats, interesting opportunities and ongoing challenges faced by insurance professionals?

Insurance Underwriting

  • What is the role of the company underwriter and how can an agency assist the insurer in this important function?

  • What is the best method to obtain underwriting information from a prospect or client and how is that information best presented to the underwriter?

  • What is the difference between “need to know” information and “nice to know” information when gathering data from a prospect or client?

  • The two core functions of any independent agency are sales and customer service – and all agencies must achieve a balance between both

  • Is your agency a sales or service culture, and how can you distinguish between the two?

  • What are the different “life stages” of an independent insurance agency?

The Structure of the Independent Agency

  • The two core functions of any independent agency are sales and customer service – and all agencies must achieve a balance between both

  • Is your agency a sales or service culture, and how can you distinguish between the two?

  • What are the different “life stages” of an independent insurance agency?


Upon completing this session, students will be able to:

  • Describe insurance market cycles and their importance in managing a client’s account
  • Explain the current status of the insurance marketplace to customers and others
  • Describe the basics of underwriting, including what role the underwriter plays, what their information needs are, and why accurate underwriting information is important for client account management
  • Understand the organizational structure of the modern independent insurance agency

Course Materials


Cheryl Koch's Profile

Cheryl Koch Related seminars and products

President and CEO

Agency Management Resource Group

Cheryl Koch has been in the insurance industry for a very, very long time.  Now, you might think that makes her old, however, old is merely a state of mind.  Over the years, Cheryl has served in nearly every capacity in an Independent Agency, having been an Account Manager, Producer and Agency Owner.  She now devotes her time to agency management consulting and training and speaking at industry functions throughout the country.  She is the President and CEO of Agency Management Resource Group located in Roseville, California.  Cheryl consults on marketing and sales, sales management, agency operations, automation, and strategic planning.

Cheryl is also a devotee of lifelong learning and has earned a number of insurance industry professional designations:  CPCU (Chartered Property Casualty Underwriter), CIC (Certified Insurance Counselor), ARM (Associate in Risk Management), AAI (Accredited Adviser in Insurance), API (Associate in Personal Insurance), AAM (Associate in Automation Management), AIM (Associate in Management), AIS (Associate in Insurance Services), ARP (Associate in Research and Planning), Associate in General Insurance (AINS), ACSR (Accredited Customer Service Representative) and AFIS (Agribusiness and Farm Insurance Specialist).  It is the last designation, AFIS, of which she is most proud, having created it along with the late Dr. Emmett J. Vaughan.  Some would say that Cheryl is a real insurance nerd, and she would not disagree.

Cheryl has a Bachelor’s degree in Economics from UCLA and an MBA from Sacramento State University, where she served as a faculty member in their Risk Management and Insurance program for many years.  She has also served as President of the Sacramento Chapter of CPCU and was on the CPCU Society’s Board of Governors for three years.

Cheryl serves as a volunteer member of the Independent Insurance Agents and Brokers of America Virtual University “Ask An Expert” Committee.  She is also a member of the Society of Insurance Trainers and Educators (SITE), the Society of CPCU and the American Association of Insurance Management Consultants (AAIMCO).

When she’s not busy with her insurance activities, Cheryl enjoys spending time at baseball games, and has been to nearly every major league ballpark.  She is a lifelong Chicago Cubs fan, which should explain a lot about her. 

Mary Eisenhart Related seminars and products


Mary Eisenhart has spent 30 years in the insurance industry, both in independent agencies and with insurance carriers. In 1996, she became an insurance industry consultant, and is the owner of Eisenhart Consulting Group, a consulting firm dedicated to helping insurance organizations become extraordinary.

A graduate of the University of Nebraska, Mary has continued her insurance education by earning the CPCU, ARM, ARe, RPLU, CIC, and CPIW designations.

Mary has been featured in Rough Notes and other insurance industry publications, and has authored a Best Practices tool for IIAA, “The Next Generation: A Young Agent’s Best Practices Leadership Guide.” She has also chaired local and state “Big I” Education Committees. Mary develops and presents insurance industry management, technical, Best Practices, motivational, and risk management seminars throughout the U.S.



Overall:      156

Total Reviews: 156


Debbie C - Fort Worth, Texas

"The speakers were very informative"

Phil L - OLIVE BRANCH, Mississippi

"Good course, easy to stay interested "

Dalia R

"Great information"

Suzanne F - Natchez, Mississippi

"Great Information"

Lori L


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