Tag Archives: Insurance proposals

How well do your clients understand their insurance program?

If your answer is “I don’t know, I never asked them”, you are potentially missing a very key element in the sales process. In the commercial world, most clients probably understand their respective business and the various components necessary to … Continue reading

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Are you making notes on your proposals?

Typically, when producers review the proposal with the prospect / client, as the discussion evolves, and decisions are made, the producer will make notes on the proposal. The notes could involve requests for additional information, coverages accepted / rejected, etc. … Continue reading

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What do you want your agency known for?

Hopefully, every agency has a message / a motto that they want their customers to see in them. Call it – their guiding principles they strive to achieve. Recently at an insurance conference I participated in, a COO of a … Continue reading

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Are you holdings your customers accountable?

Is lack of customer accountability an issue in your agency? Do you have agency staff  asking the question – “why do customers always make us feel like it is our fault when they have a loss that is not covered? … Continue reading

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Did the carrier quote all of the coverages you requested?

In the preparation of the application for submission to the marketplace, agents will typically include coverages they are looking for the carrier to include in the proposal. As the producer, you are expecting that the markets you are working with … Continue reading

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A key issue when using a carrier proposal

Over the last couple of years, the agency’s use of carrier proposals is becoming much more common. This is especially true with small commercial accounts or accounts in the personal lines division. Using the carrier proposal actually has several advantages … Continue reading

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Want to sell more insurance while reducing your E&O exposure?

This sounds like as close to a true “win-win” scenario as one could get. Ironically, the more focused an agency is on minimizing their E&O exposure, the more insurance they will sell. Here is an example… When you provide your … Continue reading

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Binders on your E&S business

When binding a piece of E&S business, most agencies would probably generate a binder and send it on to the client. Technically, there is a problem with this. The problem is that in the vast majority of cases, the retail … Continue reading

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“My friend would never sue me”

Hopefully you really don’t believe this statement. As noted by the following actual E&O claim, friends do sue friends and they can win these suits. A doctor working for a non-profit group was sent overseas to assist in establishing a … Continue reading

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