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Round-Up Time

Shift to hard market is the perfect time for cross sales, account rounding

By Tom Barrett, CIC, AIA | Updated on September 30, 2012
The market changes began in late 2011, commonly referred to as “firming.” At that time we knew there would be increases in production requirements, termination of inactive codes and changes in commission structure for smaller volume agents. 

The latest wave: In several states, carriers are announcing either that they are unwilling to write any new monoline homeowners’ business or, if an accommodation is made, there will be a 33 percent reduction in commission at renewal.

If ever there was a time to review your internal structure and develop a focus on new revenues, now is that time. We are all faced with changes and there are a number of proactive moves to ensure continued success with carriers, enhance revenues, increase retention rates and continue to grow top-line equity value numbers. We can achieve this by cross selling and account rounding.

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