There is a plethora of insurance data in the convention blank that can assist you in the selection of a carrier that generally goes unnoticed from a sales point of view. One example is carrier retention, the ability of a company to take on risk without reinsurance
partners. If the retention is high and the carrier is already known for their benevolent underwriting, you may be able to negotiate a better offer based on the carrier’s ability to make a business decision. Add to that example: If the carrier had a negative sales record running three straight years, they’re generally hungry for business, which may translate into a benevolent
underwriting offer. Converting carrier information into sales information is an
art form that Steve and Ken frame as an exposé into their marketing mindset
and how it's used.
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Steve Savant is the host of the daily producer show, Let’s Get Down to Business, and the weekly consumer show, Steve Savant’s Money, the Name of the Game. Steve is the number one online author and videographer of insurance content. During his 30-year career in the financial services industry,... More