Posts from Steve Pieroway

As Vice-President, Marketing & Client Services, Steve oversees the branding, lead generation, and customer service activities at Policy Works.

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Posted by Steve Pieroway on April 14, 2015

Are you an office hero?

Have any of these situations happened to you recently:

  • an experienced CSR quits abruptly and leaves a large share of commercial clients temporarily “orphaned";
  • your account manager needs to process a renewal for a client but can't find the Word document on your server, or;
  • a producer loses a key account at renewal due to an aggressive price/coverage bid from a competitor.
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Posted by Steve Pieroway on February 25, 2015

Commercial staff turnover: 3 ideas to help reduce chaos when someone leaves

One of the most common reasons brokers turn to an automated solution for commercial lines is because a staff member, typically one with the most experience in commercial, is leaving. Many brokers don’t think about the state of their brokerage's commercial book until a key staff member gives notice, and at that point it's often too late.

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Posted by Steve Pieroway on January 20, 2015

Better prospects? Reverse engineer your best sales.

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Posted by Steve Pieroway on November 24, 2014

What I've Learned: Robert Kimball

Robert Kimball of Pearson Insurance in Sussex, NB, sees his brokerage as more than an insurance provider. Their goal is to help build a better community. Robert shares what he's learned about culture, success, and being true to your roots.

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Posted by Steve Pieroway on October 23, 2014

The Customer Satisfaction Trap

A recent study by Accenture reveals that, "upwards of 40% of otherwise 'satisfied' auto and home policyholders" were likely to switch insurers. Am I surprised? Not at all.


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Posted by Steve Pieroway on October 15, 2014

An interview with Policy Works' new president, John Eastly

Last June, Kevin Campbell, president and founder of Policy Works, passed the reins of management over to John Eastly. Kevin has been increasingly active in a number of other ventures, so he asked vice president and co-founder John Eastly to take on the role of president and the responsibility for the operations of the company. Kevin will remain involved in the company, as CEO, working toward their vision for the future of commercial lines in Canada. We caught up with John recently, to find out more about this transition.

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Posted by Steve Pieroway on June 17, 2014

What I've Learned: Tom Hickey

Tom Hickey, President of Wedgwood Insurance, is growing the St. John's, NL, based brokerage from the inside-out. For two years in a row, Wedgwood has received the "Best Places to Work in Atlantic Canada" award. Tom shares with us what he's learned about culture, growth, and success.

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Posted by Steve Pieroway on May 6, 2014

What I've Learned - John Eastly

John Eastly, Vice-President and co-founder of Policy Works Inc., talks about what he's learned in over 20 years of developing commercial-lines software for the Canadian insurance industry.

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Posted by Steve Pieroway on April 30, 2014

What is trust?

In the last blog post, I discussed the nature of insurance in terms of how well consumers are able to evaluate the service provided by brokers.

Insurance, especially the more complex commercial environment, is not easy to evaluate. Unless a business owner has a background in commercial insurance, they have no way of telling how well their broker is doing their job. They have to go on good faith, or trust.

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Posted by Steve Pieroway on April 22, 2014

Commercial-insurance: Search, experience or credence?

Pop-quiz: can you tell if your lawyer or doctor is doing their job as effectively as possible? Even after you hear them explain their opinion on something, are you left wondering if it's the right call?

I often am. In fact, I have the feeling of, "I want to trust you, to believe you, but I just can't tell if what you're saying to me makes sense." The problem? I don't have the knowledge or experience to evaluate the service, whether it's a legal opinion or medical advice. 

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