Readers Call Bobo Columns: On Target Or Off The Mark
To the Editor:
Jack Bobo has, at times, annoyed me with his opinions and mystified me with his logic. However, the column entitled "How to Destroy a Field Force–and Perhaps a Company As Well" in the Jan. 13, 2003 National Underwriter is "dead solid perfect."
How many actuaries and investment officers treat the premiums field people sweat to produce as anything other than money that simply shows up at their home offices? Rarely do I encounter any of these folks who have an appreciation–much less understanding–of the "peak and valley" income vagaries of an insurance sales career or the crushing disappointment of losing a big case. It is not necessary that they like or love field people. They should, however, respect us for doing jobs they shrink from–and would fail at if they tried.
Of course, the insurance business needs good actuaries, investment officers and executives–they have completely different skill sets from agents. But it also needs quality agents. Good home office people appreciate and respect their agents for doing a difficult job under difficult circumstances. And agents return that respect in even greater measure.
George Hutchens, CLU, ChFC
Hutchens Brokerage Group Inc.
Tampa, Fla.
To The Editor:
