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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

Jerry Francis

Jerry Francis wanted to be a teacher, but there weren’t any positions open. “So it was either go back to school or do something else,” he said.

Thirty years later, it appears he made the right choice. Jerry is a top-25 producing agent in Canada for life, mutual funds, and living benefits. “I’ve always been into multi-lining,” Jerry said. “It helps with your P/C growth, as well.”

Jerry said he’s seen more change in the past three years than he ever did in the preceding 27. But his team, though young, is a steadying influence. “They all grew up on computers,” Jerry said of his staff. “But they’re good at building personal relationships, and that’s how you grow.”

The key to his success? Easy, Jerry said. “Find people who can do things better than you can, and let them do it.”