Tips for Quicker Insurance Quote Turnaround

Let us help you get quicker turnaround for your new business submissions! Take a look at some of our hints below:

Print

Co-Workers – Your Other Dysfunctional Family

 

“Remember – as far as anyone knows, we’re a nice, normal family.”

Ah, families.  Are there any truly “functional” families left or do we all have a smattering of dysfunction in them? Even when you leave the bosom of your family you end up at work….and with the people that have become like a second family to you.  We all know they’re just as dysfunctional!

According to the internet – which never tells a lie – a dysfunctional family includes conflict and misbehavior. We get those at work somehow or another, don’t we? Conflict arises occasionally between individuals who stand firm in their beliefs.  And misbehavior?  Well, I’m not going to tell any stories here but we all know those one or two people who may be slightly inappropriate.  In a good way, of course. But hey – those dysfunctions make us interesting!  And we are definitely a fun bunch of people.  We put the “fun” in dysfunctional!

In the office space there is always someone who has all the answers.  They have a sense of perfectionism.  Follow that one up by those one or two people who have all the problems.  Nothing ever seems to go right for them.  Then we have the few people that usually try to make everyone feel better.  They like to joke around and get people to smile.  And finally there are those that are quiet and keep to themselves.  We always wonder about those people…what are they really up to?  But, each of these individuals somehow works together and creates a whole, which moves the company forward in a positive manner.  We don’t know how it happens, but it does!

One way or another these people become more than your co-workers.  They become your friends and your “other” family.  You enjoy seeing them daily.  Some may be like that drunk uncle you only want to see on Thanksgiving, but you still find a place in your heart for them.  And when people ask you why you like your job, one of your top reasons becomes “I love the people I work with.”  And who would have thought that was possible?

cathyCathy Thurber has over 10 years’ experience in the insurance industry and likes to think she’s learned a few things along the way, one of which being to not take herself too seriously.  She would love to say she has as many cool expertise’s as her fellow blogger, Ken Kukral, but she’s just not as old as him.  Cathy is a voracious reader and a total word nerd.  Most importantly, she’s been married to her favorite person for almost twenty years and has two kids that she actually likes.  However, the dog is her favorite child and she’s been wheedling for a cat for years.  Perhaps this is the lucky year?

Should I be offering my clients professional liability or cyber liability?

In a perfect world, we know the answer is yes.  We should offer them every coverage available in order to cover our potential E&O exposure, but that is not reality.  So what should you do?

Well, there is not really a way to make your client’s insurance program “airtight”, so you should discuss the GAPS in their program and ask if they want to explore an option to fill them.  Does this mean getting more applications filled out and submitting for quotes? Thank goodness, no.  Otherwise, we might do a lot more “practice quoting” than we need to.  So what should be your plan of action?

  1. You might want to come up with the top 10 insurance gaps or shortfalls in most small business insurance programs. I would put, lack of cyber insurance (network security and privacy) on that list, and depending on what type of service they provide, professional liability insurance.  Of course add higher crime limits, business interruption insurance and insufficient property limits to that list.  Keep in mind this list will evolve over time and you need to stay up to date on changes going on in the industry.
  2. Learn the markets available to you for some of these coverages and get an idea on the minimum premiums for these coverages. Cyber liability can start at $260 a year and professional liability can start as low as $750.  I think your clients may have a much higher expectation of what these coverages cost and by opening their eyes you will them to move forward with taking a serious look at potentially filling these coverage gaps.
  3. Lean more about these coverage options, especially cyber liability. Many agents are not “techies” and do not have a comfort level getting into deep discussions about this coverage.  I took a 9 hour online course to give myself the “building blocks” I needed so that anything I learned would help deepen my knowledge of this type of coverage.  There have been a large number of trade journal articles on this subject in the last few months and they will help to build a comfort level too.
  4. By looking at carrier claim examples and industry loss scenarios, you can have material to discuss with your client.  Most clients do not think it can “ever happen to them” and have not played through loss scenarios, how they would react, how long they might be out of business or how they would recover.
  5. Quick indications. There are a number of markets who have online platforms that allow you to get a quick indication with a minimum amount of information.  You may not be able to get a firm quote, but you will have something more in depth to discuss with your client.
  6. Explore tools out there that help clients realize their actual exposure. There are even some testing services that will help clients realize how “open” they actually are to claims.  There are also tools that can show the actual costs associated with a data breach and how much it would cost them based on how many records where breached.
  7. Purchase it for your own agency. It is always easier to go in with confidence if you believe in the product and carry it in your own agency.  You may be surprised on how little it costs.
  8. Don’t rely on “throw in” coverages that are in many carriers’ enhancement endorsements. A $25,000 limit will be woefully inadequate in the event of a loss.
  9. Ask more questions. Like how much data do they have on their phone, on their laptop or on jump drives?  Do they collect “personally identifiable information”?  Are they subject to specific regulatory or privacy requirements such as HIPAA or red flag rules?
  10. Start to think that these coverages should be an essential part of the client’s complete insurance program and not just an “optional coverage”. Just stating things in this manner may get your clients to start thinking more like you do and head the advice you are giving them.

 

You have to start somewhere.  You may surprise at how easy this coverage is to sell and how much clients really want and need the coverage.  One of my favorite TV shows now is CSI Cyber.  It alerts me to new and evolving exposures out there and how much the world is connected.  It surprised me that people would want to hack or destroy data but it is just a part of life any more.  Learn a little bit more about these evolving exposures every day and you will build confidence in suggesting this coverage to your clients and properly protecting them.

A list we compiled of all the professional liability exposures out there can be found at:  http://www.intlxs.com/intlxs/assets/pdfs/errors-and-omissions.pdf  Over 400 classifications!

Ken Kukral

Kenneth Kukral, CIC – VP of Special Risks – That means, call me if you need help on placing a unique, difficult, large or more complex risk. Kennethkukral@intlxs.com  800-937-3497 ext 2079

The Fear Blog

By Cathy Thurber

The other night my husband and I were relaxing on the couch when all of a sudden it sounded like a herd of elephants were stampeding upstairs.  It got quiet then the booming of running feet happened two more times.  We heard our daughter adamantly talking to….someone?  Before we could get up and check it out, down the stairs she comes and dramatically exclaims, “Sorry about the noise, guys!  I was almost just killed by a spider – but I got him!”  My daughter has a definite case of arachnophobia.  Here is an idea of how she reacts to spiders:

12

Fear of spiders is definitely a common phobia.  I have what I call the “3 S-Fears”: Snakes, Spiders, and Sharks.  I’m not alone, though, as spiders and snakes are two of the top biggest fears.  According to www.fearof.net, they are the #1 and #2 phobias in the world.  There’s also fear of heights (acrophobia), fear of small spaces (claustrophobia), and fear of open or crowded spaces (agoraphobia).  But, what about those not so common fears?  Fears that we rarely hear about?  Try these on for size:

  • The fear of balloons: globophobia
  • The fear of love: philophobia
  • The fear of buttons: koumpounophobia
  • The fear of bananas: bananaphobia
  • The fear of cotton balls: sidonglobophobia
  • The fear of snow: chionophobia
  • The fear of opinions: allodoxaphobia
  • The fear of beautiful women: venustraphobia
  • The fear of work: ergophobia
  • The fear of belly buttons: omphalophobia
  • The fear of chickens: alektorophobia
  • The fear of knees: genuphobia
  • The fear of losing cell phone contact: nomophobia
  • The fear of people in traditional Dutch costumes: dutchphobia
  • The fear of zombies: kinemortophobia

 

Did any of your fears end up on that list?  I hope not!  Although I wonder if anyone will try calling off sick because of ergophobia….

cathyCathy Thurber has over 10 years’ experience in the insurance industry and likes to think she’s learned a few things along the way, one of which being to not take herself too seriously.  She would love to say she has as many cool expertise’s as her fellow blogger, Ken Kukral, but she’s just not as old as him.  Cathy is a voracious reader and a total word nerd.  Most importantly, she’s been married to her favorite person for almost twenty years and has two kids that she actually likes.  However, the dog is her favorite child and she’s been wheedling for a cat for years.  Perhaps this is the lucky year?

 

Our 7 step process in creating an insurance program

Ever wonder how an insurance program is built? Here’s our seven step process!

Insurance Infoshare

Ever wondered how we do it? Check out the infographic below… it’s as easy as 1,2,3 … (4,6,5,7!)

Our seven steps in building an insurance program from the ground up Our seven steps in building an insurance program from the ground up

View original post

Not enough limits? Time to reassess what crime limits my customers need.

limits

Agents will many times be asked, what limits should my business carry?  This is one of those “loaded” questions and you risk an E&O exposure if you answer directly.  You can always come back with the response, “What limits do you feel comfortable carrying?”, but this won’t really help.  Other answers:

  • Many similar businesses such as your own, carry $X,XXX,XXX limits.
  • I recommend carrying a minimum of $X,XXX,XXX limits.
  • Since we are trying to protect your assets, let’s look at the amount of assets we are trying to protect.

Whatever answer you give, always offer quotes for limits above that so they can see what they cost and they can potentially accept those higher limits.

Where I see the most shortsightedness in terms of both coverage and limits is with crime insurance.  Many times the limits offered under a BOP are not sufficient and the agent fails to offer higher limits.  I believe crime insurance is the most “undersold” coverage that agents handle.  Many clients do not believe they are ever going to have a loss and therefor do not request higher limits than they are offered.

Let me give you some examples of some recent losses to exhibit the point I am trying to make:

  • $3,300,000 embezzled from a school district
  • $728,143 stolen from a trucking company
  • $2,900,000 embezzled by a caregiver of a blind patient
  • $350,500 embezzled from an electrical contractor
  • $20,000,000 embezzled by a credit union CFO
  • $510,000 embezzled by CEO of mental health agency
  • $500,000 embezzled from insurance agency over 10 year period and discovered when the sale of the agency revealed the loss (they only had $10,000 limits under their BOP)
  • $410,000 embezzled by church administrator
  • $5,000,000 embezzled by bank assistant branch manager
  • $8,000,000 embezzled from an industrial processing firm

You can see where I am going with this.  Losses have grown and the thought process behind offering higher limits has not.   We look at general liability limits and property valuation limits and barely give a thought to proper crime insurance limits.  Keep in mind that for every embezzlement news story you hear, there are 5 or 10 that you DO NOT hear about.  Think about it….  Do you want your customers to know that one of your “trusted” employees embezzled from you?   Will they think you don’t have “good controls” in your business and are poorly running it?  If it was a large amount taken over a period of time, would they think you don’t know what is going on in your operation?  Many times in family operations they don’t want this information to get out for fear of hurting the rest of the family or ruining their reputation.

Some statistics for you:

  • 80% of workplace crime is committed by employees
  • One in four employees has either witnessed or committed workplace fraud or abuse
  • One in four employees committing fraud against their employer has been with the company for more than 10 years.
  • Only one in three of those witnessing a workplace crime bothers to report it.
  • The average organization loses 6% of its total annual revenue to fraud and abuse committed by its own employees.

So what should you do?

  1. First, learn more about crime insurance. I have run across very few agents who had an in-depth knowledge of crime insurance and would be able to subsequently explain to a client what they needed to properly cover their operation.  I found one online that would be a good starting point:   http://www.independentagent.com/Education/Webinars/SiteAssets/Pages/live-webinars/2014%20Crime%20Webinar%20Handout.pdf
  2. Get familiar with the new ISO endorsements that just came out that pick up some of the cyber crime exposures. It is amazing at how much has changed recently and this gives you a good reason to discuss this area with your clients including discussing cyber liability coverage.
  3. Get familiar with your carriers forms since many of them may not use ISO endorsements and their forms may differ from ISO.
  4. Get familiar with the type of losses happening out there and have claims examples ready to show your clients so they can see just how prevalent it is and “it can happen to them”.
  5. Look at monoline crime coverage if your carrier can not offer higher limits or cannot offer the comprehensive crime forms available in the market. If you are going to use more than one carrier, make sure the coverage is coordinated between the carriers.
  6. Always, always, always quote higher limits. This avoids them saying in court in an E&O trial that if they had known it only would cost a little bit more, they would have bought more coverage.

I truly believe this is a coverage area that can “come back and bite you”.  It is viewed more as a fringe coverage and not as essential coverage.  I think you have to view it as a required coverage and then push for sufficient limits.  A uncovered crime loss can put a company out of business!

 

Ken KukralKenneth Kukral, CIC – VP of Special Risks – That means, call me if you need help on placing a unique, difficult, large or more complex risk. Kennethkukral@intlxs.com  800-937-3497 ext 2079

 

Do 12/31’s and 1/1’s (Renewals) still work?

By Ken Kukral

Anyone who has worked December 31st or January 1st renewals knows they are a struggle.  You have to work the accounts like they are a December 15th account or risk struggling to get them done with underwriters out of the office and difficulty getting a hold of the insured.  So why do it?

With many clients working on a calendar year accounting basis it makes it only natural that they would want their insurance to run consistent with their accounting year.  A lot of this has to do with the premium basis being gathered on a calendar year basis. But is it the right thing to do?

Pros:

  • Policy year and calendar accounting year are in alignment
  • With 12/31 accounts they may be just under the wire if reinsurance prices are about to go up 1/1 and could possibly save money till the next renewal.
  • Carriers like to finish a year off or start a year “with a bang” so you may get better pricing by having one of these two renewal dates.
  • With good planning with your underwriter you can get quotes done early and get things wrapped up long before the renewal. Nothing better than having the account “done” before the holidays and either finishing or starting the year off well.
  • If you are competing on an account, this is a chance to shine if you work the account right and get things done early. Also if the competing agent “stumbles” you can show off how you just “get the job done”.
  • It is usually more work for the insured to “move” an account so they are more likely to renew with their current agent due to year end time constraints. This helps with account retention.

Cons:

  • Difficult time period to work on accounts. The last two weeks of the year are a “wildcard” and you never know what you get.  In other words, there are a lot of distractions.
  • If you are looking to budget for the next year, you may not know pricing until the last minute so it may cause last minute adjustments to already approved budgets.
  • Many carriers close out their yearly production a few days or a couple weeks early so product may not go into the year just finishing and will not be “booked” until the following year. Knowing this, carriers may not be willing to give pricing breaks because of this.
  • The insured is usually busy on their own “year-end” stuff and insurance renewals just add to that stack. If you are competing to take an account away, it limits your time with the insured to try and sell the account.
  • Year end “results” will not usually be available for another month or two. So you end up with only estimates of the premium basis instead of actual solid numbers.
  • In reality, you can calculate out the premium allocation per year and don’t need a calendar year policy to do this.
  • How would you rather spend the holidays? Working or enjoying life?

So what do you do?  Talk to your insureds or prospective insured and see what they are ultimately trying to accomplish.  Go over the pros and cons and make sure they are making an “informed choice”.  It is their decision, but you can help enlighten them to make sure they are making the best decision for their operation.  Just because they have done something a certain way in the past, doesn’t make the way they should do it in the future.  Many carriers will write a longer than 12 month policy (like a 15 or 18 month policy) which means you have a longer period to NOT have to do a renewal on it!

Just another chance to have your client step back, take a fresh look at their insurance program and do what is best for themselves going forward.  Helping them make good decisions is what it is all about.

Ken Kukral

Kenneth Kukral, CIC – VP of Special Risks – That means, call me if you need help on placing a unique, difficult, large or more complex risk. Kennethkukral@intlxs.com  800-937-3497 ext 2079

 

 

Time Flies

 

time flies

By Cathy Thurber

The old adage, “time flies as you get older,” sure seems to be the truth, especially around this time of year.  Why is it that in your 30s or 40s it seems the month between Thanksgiving and Christmas runs like a train barreling down the tracks?  Those two weeks prior to Christmas are gone if you happen to take a nap one day.  And yet, I hear younger children dramatically spout how Christmas takes forever to get here.  That’s okay, I remember being young and feeling that way.

If you’re my age, you remember the big magazines that would come out around Thanksgiving – especially the JCPenney Christmas catalog – and you would mark down all the toys and clothes you hoped to see under the tree.  I would write my Christmas list weeks ahead of time and then wait impatiently for the day to come.  In the 1970’s, most kids wanted Star Wars toys and figures.  The 1980’s brought forth the long lines and mothers fighting for Cabbage Patch Dolls.  The 1990’s?  Well, those were taken over by Beanie Babies and Tickle Me Elmo.

So, what are some of the big toys this year that everyone wants?  Well, if it were up to my teenage son it would just be Xbox One games.  If it were up to my daughter it would be a new Polaroid-type camera.  Yes, I’m not kidding – a digital instant camera that gives us an updated version of the “shake it like a polaroid” picture.  While I was shopping for said camera I found it quite interesting that one of the big toys this year is Star Wars figures again.  And in Target I found an entire rack of updated “retro” toys from Fisher Price, including the Music Box Player and the Chatter Phone (which has a cord and handset – kids will be stumped!).  It seems like we are going back to things that many of us 40-50 year olds remember from our youth.  Perhaps that is a way for us parents to bring back some of the nostalgia of Christmas time?  Maybe it helps us remember a time when we didn’t rush around for the entire month of December.  When we didn’t have all the deadlines or the drama surrounding these few weeks prior to Christmas day. Instead it was a time to anticipate joy and fun.  Because, I tell you, I would rather live by the sentiment that “time flies when you’re having fun,” than some adage about getting older.

cathyCathy Thurber has over 10 years’ experience in the insurance industry and likes to think she’s learned a few things along the way, one of which being to not take herself too seriously.  She would love to say she has as many cool expertise’s as her fellow blogger, Ken Kukral, but she’s just not as old as him.  Cathy is a voracious reader and a total word nerd.  Most importantly, she’s been married to her favorite person for almost twenty years and has two kids that she actually likes.  However, the dog is her favorite child and she’s been wheedling for a cat for years.  Perhaps this is the lucky year?

When is it time to “fire” a customer or just let them go? When is “enough”, enough?

Man Hand writing Goodbye with marker on transparent wipe board. Business, internet, technology concept. Stock Photo

By Ken Kukral

This question can conger up all sorts of images, but the one I am interested in is when is it time to “fire” a customer or just let them go?  Sometimes it is in your best interests to let a customer know you cannot satisfy their demands or expectations and they might be better served by going to another agent.  Although this may be an agonizing decision it can be a healthy one for your agency.

First of all, why would you want to “fire” a customer?  There can be many reasons, but some are:

  • Loss ratio – There are those customers who see the “value” in insurance IF they get back MORE than they paid in premiums. They don’t see insurance as a “catastrophic” type of backstop, but see it as a reimbursement type of contract.  I paid this much in premium and I should be able to get that much back in loss payments.
  • They do not look to improve their risk exposures and are not willing to do systematic updates to their property to prevent future losses. They see an aging roof as an opportunity to have a roof loss so they can get a new one, rather than scheduling periodic updates and scheduling of repairs or upgrades.  You can see the handwriting on the wall, knowing the next big storm is going to get them the repair they have been putting off.
  • Payment issues – You only make money if they pay their premium. If you have to follow up for payments or have cancel/rewrite issues, are you doing yourself a favor by retaining these customers.  The chronic late pay clients will be the first one pushing to maximize their loss settlement and get paid quickly.  Just when you thought direct bill would solve all the payment issues you were wrong and they still crop up.
  • Accounts that use all of your time. Ultimately you need to make money on an account.  If they take considerable “hand holding” and they do not value your time, can you afford to keep them?  Even worse, they ask for your advice and then ignore it!!  It still needs to be a cost/benefit decisions and needs to make dollars and cents sense.
  • What about accounts that refuse to deal with other members of your firm (especially customer service personnel and claims personnel) and will only deal with you? If they are your largest account, then “maybe” they are worth it.  Tough decisions but something to discuss with your office staff and your client of they aren’t “getting it”.  Even worse if they are rude or obnoxious with the others at your office.  The rest of your team will start losing respect for you if you don’t nip it in the bud and set them straight.
  • I previously mentioned the issue of clients not taking your advice. There are times that you have to stand your ground and let them know that if they chose not to take your advice, you can no longer be their agent.  If they get so “cheap” with their insurance program, that IF they were to have a loss they would have major coverage issues, then you may want to let them move on.  Those  “savings” are not worth the future hassles, lawsuits and potential for that business to not survive in the event of a major loss.

So what are you to do?

  1. Be straight forward with your clients. Be willing to “walk” if they cannot make responsible decisions based on your advice.  You are looking to put together an insurance program that best fits their needs and not accepting your recommendations can seriously jeopardize their coverage.
  2. Simplify the issue/coverage/decision/problem and walk them through the pitfalls. They need to know that you know what you are doing, what the consequences are of their decisions and how they could inadequately be protecting their assets.
  3. Have a system for addressing problem accounts and putting them on the path to “recovery” if that is even possible. There will be those “unethical” clients along the way and remember you are judged by the company you keep.

The accounts you lose sleep over….  Might be the ones….

The account you tend to shake your head as you hang up the phone with… might the ones….

Sometimes it is “addition by subtraction”…..

I am not saying just go out there and start firing your customers…. Just ask the question, is this a client I should be firing?  Do something about it….  Get them on track or move on….  Your time is too valuable!

Ken KukralKenneth Kukral, CIC – VP of Special Risks – That means, call me if you need help on placing a unique, difficult, large or more complex risk. Kennethkukral@intlxs.com  800-937-3497 ext 2079

Property Coverage Forms: Commercial vs Personal — What Difference Does it Make?

commercial vs personal insurance

 By Ken Kukral

A very popular question is raised when an agent explores the possibility of moving their real estate investor clients to our exclusive commercial lines investor program.  Since a majority of agents are proficient at either personal lines (forms) or commercial lines (forms), they wonder what differences they should inform their clients of when making this switch.

A couple things to keep in mind:

  • Most dwelling fire policies are written on either the DP-1 or DP-3 form so I will concentrate on those two forms from the personal lines side.
  • We have the availability of Basic (CP-1010), Broad (CP-1020) and Special (CP-1030) forms and a majority of these will be issued on Special form so I will concentrate on that on the commercial side.

We find that a vast number of the accounts we see from a new business standpoint are written on individual dwelling fire policies.  Many of these individual policies are written on a DP-1 Form.  This creates a “tracking” nightmare as an investor continues to buy additional properties since they end up with multiple expiration dates they need to keep track of.  Miss one, and you may have an uncovered loss on one of their properties.  Our program is able to write these on a monthly reporting form with one single expiration date.  The higher number of properties lends itself to be scheduled on a commercial lines fire policy for ease of administration.

Advantages of the commercial lines form over a personal lines form (Keep in mind that some carriers may use their own form and not ISO forms so the differences “may” or “may not” apply):

  • Higher liability limits are usually available more on a commercial lines form than a personal lines form (DP-1 or DP-3)
  • Higher property limits are also usually more available over a personal lines form. Most carriers limit their exposures on dwelling fire forms (both from a minimum and maximum basis).
  • Personal and advertising injury is included on a commercial lines form where may times a personal lines carrier for multiple properties will exclude it.
  • Personal lines programs are limited to 4 family dwellings and we are able to write up to 6 family dwellings inside this program.
  • As mentioned above, the administrative workload is reduced by scheduling all the properties on one policy, with a single expiration date.
  • Business income coverage does not reduce the dwelling limit and is written as a separate limit. This can be a significant advantage on a loss that takes a significant amount of time to adjust.
  • Separate limits for adjacent structures does not reduce the dwelling limit.
  • Simplicity to add or remove properties or change occupancy. This prevents cancel/rewrite situations.
  • Many personal lines carriers will not write LLC’s or Corps on a personal lines form. The wording of personal lines form is geared towards an individual and not towards more sophisticated real estate investors.
  • The DP-1 (basic form) is normally written on an ACV basis, where we have the availability of offering coverage on an ACV, RC or agreed amount basis
  • The DP-3 (Special form) is normally written on a RC or ACV basis, where we offer both of those options AND an agreed amount option
  • Depending on coverage form, you may incur coinsurance penalties on some personal lines policies whereas our program gives the option of waiving coinsurance penalties.
  • Special form on a commercial basis has some broader perils than what the personal lines form offers.

Some of what you lose when you move from a personal lines policy to a commercial policy:

  • Ease of escrow billing with lenders since each policy stands on its own.
  • Automatic coverage percentages for items such as adjacent structures and rental income
  • Specific term policies for vacant dwellings
  • Total property limit may not be aggregated
  • Overall familiarity of personal lines producers with the use of personal lines forms.

This begs the question, which is better?  The politically correct answer… it depends….  Each situation needs to be looked at individually and see what best fits the client.  If the client has a handful or fewer properties, or is not a very sophisticated real estate investor, they may have more of a comfort level with personal lines policies.  A more sophisticated buyer with many properties is in need of a more tailored program with less administrative hassles and would do better moving to a commercial lines form.  Some other things to consider:

  • Do they just want to insure the properties for what they have invested? (in other words, do they not want the constraints of coinsurance)
  • Do they need more flexibility? (Buying properties and renovating them so they may be vacant, increasing in value during renovations or maybe being “flipped” and sold once the renovation is done.)
  • Are they not interested in some of the “bells and whistles” offered under a personal lines form? Do they just want liability coverage, property coverage to cover their investment and rents coverage to continue their income if they have a loss?  If so, the commercial lines policy may give them what they really want.

So what should you tell your client?

  1. We are not comparing “apples to apples”
  2. You are looking to assess their situation and provide the best program you can based on your needs and expectation
  3. You are looking to provide them with a tailored solution to address their risk in the most simplified and straight forward basis.
  4. With the pricing slowly increasing in the habitational sector, you want to provide them with a stable program while maintaining significant flexibility.

Bottom line, help provide your client with an insurance solution that helps them reduce administrative headaches and provides them with the coverage they are looking for.

Ken KukralKenneth Kukral, CIC – VP of Special Risks – That means, call me if you need help on placing a unique, difficult, large or more complex risk. Kennethkukral@intlxs.com  800-937-3497 ext 2079