All things being equal, gaining market share is relatively easy for the first agency in a particular market niche. It's not easy once a number of agencies begin competing for the same niche. One example of a marketplace that is expanding is the broad category covering technology companies. The next requirement is that agencies must be able to deliver solutions. Too many agencies consider delivery of a product the same as delivery of a solution.
Insurance is only part of an overall solution for managing risk.
Those agencies that sustain revenue growth understand this. These agencies have designed solutions that offer opportunities for a broader spectrum of fee-based services for their clients. This broader spectrum of service delivery develops deeper relationships and helps make it possible for the agency and client to continue to work closely as business or personal requirements change. This close mutual involvement makes it more difficult for competition to penetrate the relationship. The agency continues to benefit as the client's needs change with the growth of the family or business.