Most of us don't think very much about how we communicate to our carriers and even less about how we communicate to each other—but both are important factors in our success in new business development and existing business retention.

Let's look at carriers first

In handling an account submission or renewal, the first step is to keep in mind the recipient of our communication. It's usually not the marketing rep who visits your office periodically, gently reminding to write more business with the company. Rather, it is often the overloaded, perhaps underpaid insurance underwriter, who has too many files to handle and too little time to accomplish it satisfactorily. So try to be empathetic and keep in mind the following when sending in a new or renewal submission:

  • Anything you can do to make their jobs easier will inure to your benefit
  • Acknowledge their problems, either in writing or during a phone conversation
  • Figure how you might help them while asking them to help you.

Sidebar: See an example of a communication that can go a long way toward smoothing your relationship and getting your submission to the top of the pile.

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