FEW RISKS are tougher to insure than nursing homes. Indeed, here in Arkansas, just about all standard insurers have retreated from this niche, leaving it almost entirely in the hands of E&S markets. But for me, arranging insurance for nursing homes is practically a mission. By taking care of loved ones when no one in a family is able to do so, nursing homes provide an extremely important service to their communities. I've experienced this need in my own family, which is one reason I feel highly motivated to help these facilities.
I began working with nursing homes about eight years ago at an independent agency in Little Rock, which was later purchased by Brown & Brown. There, I worked with an elderly agent who had developed a book of such business. When he was no longer able to continuing serving that book, I ended up with it. Today, an account manager and I staff the nursing home department at Brown & Brown's Little Rock office. We have about 65 nursing-home clients. Nearly all of the facilities are in Arkansas, although my territory also includes Texas and Louisiana. Occasionally, I also broker business from local agents looking for an experienced agent to work with on a client submission.
Prospecting
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