No matter where in the market cycle we are, the agencies that grow are the ones that consistently play offense. Leaders of these agencies do not overreact to rate, capacity or competition fluctuations. They continually seek out better ways to strengthen client relationships, optimize operations and find new opportunities for growth.
As independent agencies near the end of the year, there is still time to make meaningful progress. Independent agencies already have plenty on their plates, including managing client relationships, staying current on coverage options and keeping pace with carrier requirements. However, agencies that outperform their peers share common habits, regardless of what is happening with rates or capacity. Successful agencies manage client relationships proactively, and they use data and technology to work more efficiently. Most importantly, they treat every corner of the market, including excess and surplus (E&S) lines, as a growth tool rather than a fallback.
Whether your agency is planning for growth or preparing for new leadership, now is a good time to take stock of these fundamentals and identify where there is still opportunity to make progress. Focusing on these habits now can help agencies finish 2026 strong and position themselves for growth in 2027.
Make Proactive Client Management Non-negotiable
Proactive client management should always be a permanent priority, not a response to change or challenges.
However, as the market opens more broadly, clients have more choices, from direct carriers and competing agencies to comparison sites. This means agents can no longer differentiate on carrier access or price alone. The real opportunity is understanding what clients value from their agency relationship and delivering an experience that reflects those preferences. Some clients want the convenience of a mobile app to make changes on their own, while others value access to a service center outside normal business hours or options such as telematics that may help lower their premiums. The agent’s role is to understand those preferences, offer the right options and help clients choose what works best for them.
Read the full article, Written by James Keane, SIAA – The Agent Alliance’s Vice President of National Sales, published October 16th, 2026, in The Standard. Reprinted with permission from The Standard, Copyright 2026, Standard Publishing Corporation, Boston, MA. All rights reserved.