April 2007, Volume 4

Correct decision – poor execution

Is there anything more exciting than a re-opening? Gola Supermarket, Inc., purchased an existing grocery store – including the insurance coverage. The agent notified the insurance carrier of the change in ownership and the policy was endorsed to reflect the change.

Later, an underwriter made an important decision -- Gola Supermarket should not be renewed. This decision was carried out by sending a nonrenewal notice two months in advance of the expiration date to the named insured. One small mistake was made in the execution. The nonrenewal notice was sent to the old named insured.

A fire occurred two months after the policy expiration and the underwriter knew the right decision had been made. Unfortunately, a right decision only works if it is followed by correct execution. Since the notice was not sent to the new named insured, it was not valid; the policy remained in effect and the insurance carrier was ordered to pay the loss.

Click here for more detail on this court case.

How are you executing your decisions?

Each month, Rough Notes magazine highlights an agency that is successful because of many large and small decisions that have been executed well. Using the search capabilities in the Producer OnLine you can search our archives of over 10 years to find motivating success stories

Click here to read about the April Rough Notes Marketing Agency of the Month.

Errors and omissions protection through consistency

Do you have a consistent approach for coverage recommendations? One tool that is very effective is a coverage checklist. A simple checkmark and signature can indicate which coverages have been discussed, then accepted or rejected by your client.

Click here to view a sample Risk Survey/Commercial
Printable Checklist.


Click her to view a sample Risk Survey/Personal
Printable Checklist.

Turning caution into commissions

The printable checklist is more than a piece of paper to put into the file. It is a pathway for coverage enhancements. Each rejected recommendation is a sales and relationship building opportunity. Alerting clients to coverage gaps and reminding them of products to fill those gaps will not only encourage them to buy the product but will help you keep the relationship strong.

Click here for a business building letter you might consider sending.

ACORD Updates

ACORD is constantly updating their applications and adding supplements as appropriate. Some of the additions for 2006 are:

Business Income/Extra Expense/Rental Value 810
Agency Questionnaire 812
Personal Auto Application Supplement\Driver Work/School Address Information 822
Commercial Insurance Application Supplement – Additional Premises Information Section 823
Professional/Special Insurance Application 825
Feedback

Have you found what you need in the Producer OnLine? Is there a classification to add to the Producer's Commercial Lines Risk Evaluation System or a subject that you would like to see covered in PF&M?  Contact us now.

 
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