Personal Lines Profiles

Keystone Insurers Group

Northumberland, Penn.

Owner(s)/principal(s): 188

2006 personal lines premium: $316.0 million

No. of personal lines insurers: 28

Keystone Insurers Group franchisees primarily serve rural and suburban communities with a presence in suburban areas throughout the Midwestern and Eastern United States in 183 locations. Keystone Insurers Group was founded in 1983.

Keystone provides real-time comparative quotes for personal lines customers and grew the group’s personal lines business in the past five years through marketing and sales focus.

Lea Ann Hawk, operations manager, says what Keystone likes most about the personal lines business is the stable, steady income stream, good retention levels and great technology.

Keystone says the biggest challenge today in the homeowners market is that the comparative rating process is not consistent. When it comes to auto insurance, increasing claims/repair costs, uninsured and underinsured coverage are the most challenging.

Eight percent of Keystone’s personal insurance sales are for personal umbrellas.

Hawk says three keys to success in personal lines are: target marketing, strong markets and good work flows.