Now Is the Time to Focus On Underwriter Relationships
American Agent & Broker › Vol. 77 Nbr. 11, November 2005
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Summary
Underwriters are looking for opportunities to develop relationships with CSRs, since they are the people responsible for marketing accounts at most agencies. Relationships are being developed -- both personally and professionally -- between CSRs and underwriters, which should lead to improved agency results. CSRs can improve their current relationships with underwriters and develop new ones through: communication, recreation and consideration. Let underwriters know you are familiar with what they are targeting when you inquire about an account's eligibility or prepare a submission. Take advantage of opportunities to meet underwriters outside of business hours. By being a gracious and considerate guest, CSRs can ensure that her agency will stay at the top of the list for insurer expenditures and be the first to know about new products, new lines and changes in appetite or underwriting guidelines.
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Extract
Now Is the Time to Focus On Underwriter Relationships
THE SOFTER market seems to be a topic of daily conversation. One hopes the softening will not result in the drastic under-pricing that occurred in the '90s and that instead everyone will benefit from a more moderate cycle. Be that as it may, premiums are headed down, carrier appetites are growing, and guidelines are slackenin...
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