Most insurance professionals know that Progressive entered the Massachusetts auto insurance marketplace in 2008, just after the transition to “Managed Competition.” Many do not know, however, that Progressive Insurance has partnered with and written commercial auto with independent agents in Massachusetts since early 2006.
Just over two years ago, the insurer made the decision to expand its personal lines offerings to the independent agent channel as well. See Agency Checklists, May 3, 2015, “Progressive Is Appointing New Independent Agents in Massachusetts.”
Independent agents offered leads through Progressive’s ListAgent system
The company has worked to attract agents by showing them the benefits of being appointed to Progressive. For example, in addition to the customary and usual support services agency carriers offer their independent agents, Progressive provides additional help to its agents with growing a client base via website search engine optimization support and ongoing referrals.
This mainly happens through Progressive’s local search program, ListAgent, which activates local search. This means when a consumer searches online for an insurance agency or insurance related topics, the results of the search will include Progressive-appointed agencies located within that area. The carrier also claims that its extensive media and web presence results in the generation of approximately 50,000 leads a month to its independent agents.
Charniak Insurance and Michals Insurance working with Progressive
After a year and a half in the market, two agents who have worked with Progressive discuss what it is like to be appointed to Progressive and how the carrier provides support and services based on its commanding media and web presence.
Agency Checklists emailed some basic questions to two Mass. agencies that are currently appointed with Progressive: Charniak Insurance of Webster, and Michals Insurance of Watertown.
Chris Charniak, Vice President, Charniak Insurance on working with Progressive
Chris Charniak of Charniak Insurance in Webster, MA assisted Progressive in the planning and development of new auto products, and last year was invited to tour the Progressive headquarters in Cleveland and meet with Progressive’s home office management team.
Could you tell us a little bit about your agency and your history as an insurance agent?
Charniak Insurance Agency was started over sixty years ago by my Grandfather, Henry. His two sons, Paul and Stephen, took over the business. It’s a family business, Stephen, my father, still runs the agency today, and I am the third generation to work in the agency. We are predominately a personal line agency located in Webster.
How long have you been an agent with Progressive Insurance?
We sent the request to become an agent into Progressive in January 2012.
How did you find out about becoming a Progressive Agent?
We had lost a piece of commercial lines business to another Progressive agent in the state. The next morning my dad, Stephen, came in the office and said we needed to look into becoming a Progressive agent to leverage the Progressive brand and help bring customers into the office. We talked it over and looked into the requirements and agreed it would be a good fit. That day we went online and requested an appointment and were connected with the local rep, Andrea Solinski. Andrea and my Dad had a great conversation and we were appointed quickly, and started writing motorcycle business with Progressive right away.
What drew you to Progressive?
The brand. Customers know the Progressive brand and it draws people into the office for a quote. Once we started writing coverage with Progressive we realized that Progressive could help us write additional business in areas we had not foreseen. Progressive provides great opportunities to write coverage for “toys” (motorcycles, boats, ATVs, snowmobiles, golf carts, and mopeds) and niche commercial auto products.
What would say about other agents who might be interested in becoming appointed to Progressive? What are the most important things for an agent to consider?
Progressive systems are extremely intuitive. They can issue policies on vehicles that have not been registered in Mass., which is useful if an insured purchases a vehicle out of state. They have great programs and prices for toy coverage including an automatic $3,000 worth of accessory coverage on motorcycles.
You have had the opportunity to work with Progressive on the planning and development of new auto products. How did this opportunity come about? Why were you selected?
It started with a good relationship with our local representative, Andrea. She asked us questions about our workflow and how we handle business, we talked about the unique things involved in writing insurance in Mass., and was open to our thoughts and opinions on how to improve our partnership. I was then asked to take part in a roundtable with other Mass. agents and established a relationship with Jim Curtis who was in charge of product development in Mass. We all were able to come together, bounce ideas off each other and talk through new product, and I think it benefitted all of us and was a unique experience for me.
How was the experience? What types of things did you recommend or work on?
I enjoy working on projects with companies and doing beta testing. Personally I like to try and figure out how companies rate certain risks and to get a sense of what business they like and dislike. We discussed using mileage out of the RMV ALARS system, financing policies that have been cancelled for non-payment, glass deductibles, among other things. The nice thing about working with Jim and Andrea was that I always felt my voice and opinion were heard even if they didn’t accept all of my recommendations.
How has being a Progressive agent helped you to grow your business?
Progressive allowed us to write toys that we didn’t have a standard market carrier for previously. We found some niche markets that worked well with their commercial auto product and Harley Davidson’s with their motorcycle product. Progressive has placed auto policies purchased online or through a phone call with the company with our agency as well. In addition to the policies that we have written with Progressive, the brand recognition brings customers into the office. Potential customers find that we sell Progressive and call us for a quote.
Anything else you would like to add or mention?
Progressive’s claim service has impressed me. One of the things that struck me about Progressive’s model is that they view third party claims as a way to sell their product to a potential customer. The speed and efficiency that they handle claims has impressed me and our customers.
Bradly S. Michals, President, Michals Insurance Agency, Inc. on his experience with Progressive
Bradly Michals of the Michals Insurance Agency in Watertown has grown his agency’s business with Progressive and has utilized the on-going training Progressive provides to expand his business.
Could you tell us a little bit about your agency and your history as an insurance agent?
I founded Michals Insurance Agency, Inc. in 1993. I started my agency with no clients, but through hard work and dedication to my clients, I have been able to grow the business to be dynamic and profitable. Being able to recognize that insurance is not just about sales – it is about providing every client with the right coverage to protect their assets, for the right price – has helped me be successful.
How long have you been an agent with Progressive Insurance?
We are fortunate to be one of the first Progressive Agents in the state when Progressive first entered Mass. in 2007. When Mass. went to competitive auto, I knew I needed to have Progressive in my office because it’s such a powerful name and brand.
How did you find out about becoming a Progressive Agent?
I always knew about Progressive and was just waiting for them to enter the state. Once they did, I contacted Andrea Solinski, the Mass. representative, for commercial lines. Andrea and I agree on the power of Progressive and the importance of the independent agent channel, and she appointed our agency.
What drew you to Progressive?
I was drawn to Progressive because of its national and international name and brand.
What would say to other agents who might be interested in becoming appointed to Progressive? What are the most important things for an agent to consider?
Progressive is there for you. Everyone from the customer service reps to the claims reps, and especially the marketing reps – it’s a company where you can truly build relationships and feel like a valued partner.
What types of training have you done with Progressive?
We have done numerous commercial, personal, and special lines training over the years. All have been extremely beneficial to our staff.
How does the training with Progressive compare as to other insurers?
The training is top notch – it is concise and specific, and very useful for our agency. Whether it is product training or broader topics about how to get the best rate for a client, we have utilized the training information in our everyday operations.
How has being a Progressive agent helped you to grow your business?
Progressive is our “catch all” company. Because it is a rating company, compared to an underwriting company, we can count on Progressive to return a quote based on the risk. They understand the importance of the ease of doing business and the importance of writing business.
