23 Nov A Thanksgiving Message
Thank you for the difference you make! I hope you have a great Thanksgiving with family and friends. HAPPY THANKSGIVING! ...
E&O Plus Blog
16 Nov Sales Training – A Key Piece in Account Rounding
As agencies look to grow, attracting new business is certainly a key issue. Typically, this involves new clients. However, to complement that new client activity, evaluating the potential for new business activity within your current book of business can yield significant potential. What if your...
02 Nov How to Win an E&O Claim
Most E&O carriers will probably advise you that with the right set of facts, you (the agent) have an excellent chance of winning an E&O claim. In fact, due to the heightened focus in E&O loss prevention, agents are winning over 60% of E&O claims brought...
26 Oct “Just Tell Me What I Need”
When meeting with a client or prospect, is this is a phrase that you hear? I doubt it happens on large, more sophisticated accounts. But could it? Whenever those words are stated, some caution should be exercised. Essentially, the client is saying they want you to...
19 Oct Do You Have a Process for Reviewing Clients’ Contracts?
On any given day, agents are asked to review contracts/leases on behalf of their clients. The objective is to determine how well the client’s insurance program meets the requirements of the proposed contract. There are several areas for agents to be aware of when they...
12 Oct Is “Average” a Good Indicator?
As all agencies in the E&O plus program are no doubt aware, the issue of auditing is viewed as one of the top QMP components because it is one of the most effective means to assess whether the “quality agency staff” are adhering to the...
05 Oct E&O Requires a Consistent Focus
Looking back 45 years ago, when I started in the insurance business at the agency side (S-Z for Commercial, Personal, and Claims), I wound up handling the E&O for the agency since the name of the agency fell in my portion of the alphabet. Back...
29 Sep Is “Competency” Enough?
Throughout the years, I have heard many agency executives and staff comment that they “know what needs to be done” or “we are a veteran staff that knows our jobs.” Said a different way, they feel their competency is “good enough” and is their reason...
21 Sep What Do You Do When the Client Changes Their Mind?
I read an E&O claim the other day (not an E&O Plus member) involving a somewhat unique situation. The agency received the order to bind coverage for a homeowners policy. The agency proceeded to issue a binder notifying the various loss payees and mortgagees. The...
14 Sep Producers – Have You Read the Policies You’re Selling?
Over the last several years, it certainly appears that there is not the same degree of consistency across various industry policies. The inconsistency could be attributable to carriers looking to differentiate themselves from their competition, typically filing their own forms instead of using an ISO...