The Policy Works Blog

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Posted by Kathleen Kotchon on March 22, 2016

Three reasons why it's better to be David than Goliath

david-goliath.jpgIn a day and age where independent brokers are being absorbed by larger firms, both national and international, it is time to reflect on the age-old question, “is bigger really better?”

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Posted by Kathleen Kotchon on February 25, 2016

Five words to never use in your proposal

Words

Is your proposal full of fluff that distracts from its objective? Other than to close the sale, is your objective perfectly clear? That is, is your proposal making random suggestions or offering concrete solutions? It’s all subliminal and choosing the right words are powerful.

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Posted by Steve Pieroway on October 21, 2015

Your call is important to us: 3 keys to great customer service

Service

"Your call is important to us."

We've all heard this line from a customer service representative or automated recording. As customers, we are not only conditioned to NOT believe this statement, but to believe a terrible service experience is about to take place.

Which is why we had to share some unsolicited feedback we recently received from a customer and user of Policy Works. Here is what she had to say:

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Posted by Steve Pieroway on September 21, 2015

The talent gap: 3 ideas to help your underwriters help you

talent_gap_2

The talent gap. Every brokerage principal is faced with the challenge of finding and developing talented producers, account managers and CSRs. But brokers also need to deal with another talent gap that directly impact their success: underwriters.

Many of the brokers we talk to face the challenge of dealing with new underwriters who often receive only basic training and are thrust onto the front-line of risk assessment.

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Posted by Steve Pieroway on August 13, 2015

Beating the chameleon curse: 3 steps to creating more consistent documents

One of the things we routinely see when working with new clients is that their documents tend to take on the personality of the person generating them. We call it the “chameleon curse.”

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Posted by Steve Pieroway on August 10, 2015

Every proposal tells a story, too

If your submissions tell a story to underwriters about any given risk (the subject of our last blog post), then your proposals should tell the same story, but to a different audience – the business owner. How well you tell that story - the prospect’s own risk story - is often the difference in winning the business from the incumbent broker.

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Posted by Steve Pieroway on June 8, 2015

Switching BMS systems? Keep these 3 points in mind

We’ve been hearing from more and more brokerage principals that they are switching BMS systems for their personal lines. The common thread from all of the conversations is a focus on the benefits that will come from the improved features, or functionality, that the ‘new’ software will bring. 

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Posted by Steve Pieroway on May 14, 2015

Are new commercial staff not 'getting it'? These 4 steps will help.

Overheard at a brokerage recently: “We can’t seem to hire the ‘right’ producers.” A similar comment from another principal: “When we bring new people on, they don’t ‘get it.’”



We hear these refrains from brokerage owners and managers on a pretty regular basis. It’s a reality summed up in the old truism: “good people are hard to find.” Or are they? You really have to ask: exactly what aren’t these new hires 'getting’? 

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Posted by Steve Pieroway on April 29, 2015

The E&O scare: Three ways to reduce exposure at your brokerage

A mid-size brokerage had a longstanding commercial policy with an office maintenance and clean-up firm. The account was coming up for renewal just as the senior producer who handled the account was on a two-week vacation. The maintenance company informed a junior account manager, who was covering for the producer, that it was expanding its business into industrial cleaning, including some chemical and oil spill remediation.

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Posted by Steve Pieroway on April 22, 2015

Creating commercial lines success: Is there a better way?

 

Imagine your management team is in a meeting room with a huge white board. The question of the day is simple: How does your brokerage define success in commercial lines? Write it down.

The quick responses come easy. Profitable growth. High retention. Client satisfaction. Efficient operation. Trusted employees. Access to valued markets. Solid reputation. Visible brand. These are the business outcomes that will help you grow and become successful. The challenge is, how do you turn desired business outcomes into actual success?

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