Archive for the ‘Uncategorized’ Category
The Lost Art of Submission Narratives
By Ken Kukral
I remember a number of years ago when I went to a reception held on the aircraft carrier The USS Intrepid. Kind of a unique place for a cocktail party but I figured I would go check it out. Well the week I was in New York it was in the 80’s then in the 40’s a day later so it was tough to control the temperature so it was a bit stuffy on an aircraft carrier. I quickly thought, I will make a showing and then slip out.
As I tried to sneak towards the door I overheard one of the tour guides telling the story or some of the battles the aircraft carrier was in. I was enthralled by the stories he was telling and how he brought them to life. Over 10 years later I can still remember the stories he told. So the value of telling a story in an interesting and “lifelike” format is that it will be memorable. I only wish all history teachers could realize this and incorporate it into their classrooms.
So why don’t more producers look to tell their clients “story” so that it will bring the account to life and catch the interest of the underwriter? I have always heard in sales it is “all about the story”. There is no way an application can tell the full story on an account so why not “tell the rest of the story” as the late Paul Harvey used to say. You do want your submissions to stick out and catch the interest of the underwriter don’t you? A well written narrative will answer many of the questions the underwriter may have and help speed your submission to the quoted stack. There is nothing worse than back and forth information gathering so slow down getting a quote. If you think about it, so few submissions have narratives anymore, that your submission will stick out favorably.
So what are the components of a good narrative?
1. One page in a story format
2. Details of your knowledge or relationship with the customer
3. Details of what makes this a good account
4. Loss control or risk management that the customer has implemented.
5. Explanations of any losses
6. Details of the business including growth plans
7. Why the carrier has a good opportunity to write this account
8. Any pricing or terms you need for this account to improve on their existing program.
9. Any gaps in the “story” for this account
10. Last but not least, when you need the quote by.
It is not a contest to see how little information you can to the carrier and still get a quote. This is a journey to properly write the account with the best value you can so that it can be a long term client for your agency. Develop your own narrative story format, be consistent and tell your clients “story” the best way you can.
I would love to see any template format that your agency is presently using.
Texting and driving- an accident waiting to happen
By Cathy Thurber
Just the other day I was driving home and noticed that the car driving towards me was slowly moving towards my lane. The gentleman driver wasn’t even looking at the road; he was busy texting on his phone. Luckily his car did not go into my lane and someone behind me honked, causing him to pay attention and get back in his lane. The driver had been so engrossed with his phone that he wasn’t even glancing at the road in front of him. It was an accident waiting to happen.
That got my thoughts churning. I know that Ohio’s state legislature had been talking about a statewide ban against texting and driving, but at this point there is no prohibition against it. Certain municipalities have issued distracted driving laws, but it’s ok to text and drive elsewhere in the state. And seeing this guy slowly drive into my lane made me think of all the drunk driving laws. I know you’re not incapacitated when you’re just texting, but the level of attention you’re paying to what’s around you has got to be about the same. Don’t get me wrong – I have texted while driving before. But after watching how distracted that driver was coming towards me, I realized how I could be putting people in danger with every tap on my phone’s keyboard.
I read that the National Safety Council estimates that 200,000 crashes are caused every year by drivers that are texting; and those who drive while texting are 23 times more likely to be involved in an accident. Whether or not the state is going to pass legislation on this, don’t you think it’s just common sense to NOT take your attention off the road for those long moments?
Everyone that texts while driving is being neglectful to all the other drivers on the road….not to mention those kids that may be sitting in the backseat! For God’s sake, put the phone down and pay attention to the moving vehicles surrounding you! You won’t catch me texting while driving anymore. I have a future I want to experience and I need to be alive to do it.
You know you’re in insurance when…
By Cathy Thurber
I believe that the only way you can make it in life is if you have the ability to laugh at yourself. So, when I found some insurance jokes online, I just had to share them. Take a seat, relax….and if you’re in the insurance industry, laugh at yourself.
You might be in the insurance industry if…
1. You have sat in the same desk for 4 years and worked for 3 different companies.
2. Your resume is on a diskette in your pocket.
3. When someone asks what you do for a living, you lie.
4. You get really excited about a 2% pay raise.
5. Your biggest loss from a system crash is that you lose your best jokes.
6. You sit in a cubicle smaller than your bedroom closet.
7. It’s dark on your drive to and from work.
8. Fun is when issues are assigned to someone else.
9. Communication is something your “group” is having problems with.
10. You see a good-looking person and know it is a visitor.
11. Free food left over from meetings is your main staple.
12. Art involves a white board.
13. All real work is done prior to 9:00 AM and after 5:00 PM.
14. You’re already late on the assignment you just received.
15. Dilbert is your favorite cartoon.
16. Your boss’s favorite lines are …
”when you get a few minutes …”
”in your spare time …”
”when you’re freed-up …”
”I have an opportunity for you …”
17. More than 10% of the people in your company do not know what you do.
19. Change is the norm.
20. Nepotism is encouraged.
21. You read this entire list and understand it.