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Thousand of stories like these equated to tremendous growth in 2007, especially in the core auto line. Spurred by an increase in advertising spending and the fourth straight year of auto rate decreases, agents hit their stride in 2007 and wrote more than 954,000 new auto policies compared to just over 558,000 in 2006.

Any momentum lost in the last half of 2006 was regained, with significant growth numbers posted through all four quarters of 2007. Production results were also complemented by a 13.5 percent auto lapse/cancellation ratio, the lowest in 20 years.

Tweaks to pricing models in 2008 are aimed at regaining profitability lost in 2007 and supporting even greater growth in the core auto line. Increased advertising and new pricing capabilities will also ensure State Farm can compete in growing markets.

• James
  Brown
• Jerry
  Francis
• Dev
  Mandhyan

James Brown

As a lieutenant on a U.S. Navy nuclear sub, James Brown couldn’t afford to be less than alert. Today, the State Farm agent remains vigilant.

“You always have to be doing something to grow,” said James, who burns through at least one marketing audio book a week while on the road.

The Temple Hills, Md., agent and lifetime President’s Club member said growing and deepening his book of business require equal parts of his time, but his plan of attack hasn’t changed in 15 years.

“I’ve been heavily involved with direct mail since 1993,” James said. “It’s how I built my business.” In 2007, James stayed with his plan, spending several thousand dollars on direct mail. “The competition in this area is so aggressive with marketing,” James said.

James said having a top-notch team allows him to work on his business each day, rather than in it. Twice-yearly meetings with fellow agents to brainstorm, build friendships, and share common experiences are also vital to his success, he said.

“I’m always doing something,” James said. “Once you become disengaged, you can’t always get it back.”