Foot Soldiers as Commanders for Tomorrow

Abstract

Tied insurance agents are also known as Foot Soldiers in the parlance of insurance industry. There is reason to call them Foot Soldiers. These are the insurance intermediaries who travel in the field all on their own to reach the doorsteps of people in the remotest areas. This distribution channel has played an important role in taking insurance to all segments of the populace. Alternate channels of distribution are doing good job in marketing insurance since opening up of the sector to private players. The private insurers are depending more on alternate channels. Even, the public sector insurers now understand several weaknesses of the tied agency channel and are taking interest in alternate channels of distribution.  They realize that the tied agents, on an average are less productive than other channels. Moreover, a large number of tied agents are only class X/XII pass outs, lacking the necessary communication and presentation skills and lacking the necessary zeal and enthusiasm to make a career out of selling insurance.