The company’s insurance items
By Steve Savant
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.