Is selling on price a waste of time? Bad for the industry? Bad for the insureds? Could be. Selling on coverage and value is a viable alternative, and perhaps should be an agent’s default mode of operation.
For most policies you will ever write, your insured is the entity that is the Named Insured. However, there are a couple of exceptions, and the nature of the exception can affect how you interact with your insureds.
The exception that’s weighing on my mind at the moment is D&O coverage. Even when you write an [...]
In the midst of turmoil and economic downturn, opportunities exist. Identifying and capitalizing on them is the key to success.
