Pet peeves

I seldom respond to articles, but Matthew Marrone's article,“Whenclient dissatisfaction moves to E&O claims”(AA&B 10/09) addresses one of my pet peeves as anagent. In a perfect world, we could report all potential incidentsthat would result in a claim; but because of the subjective naturein the rating on professional policies, it is impossible not toconsider future cost ramifications. I believe on occasion everyagent tells a client something is not covered when in many casescoverage was available at some level and at some price. My clientswho purchase this coverage are at risk on these claims madepolicies. It's about time that the trigger of coverage be made muchmore specific, i.e., any written demand for coverage so both agentsand clients can feel more confident in their policies that they paythousands of dollar for each year.

David W. Riley, AAI, CIC
John Andrade Insurance Agency Inc.
Warren, R.I.

Cash flow frustration

I want to thank Chris Burand for his excellent explanation inhis article, “Cash flow underwriting frustrates agents” (AA&B11/09). Unfortunately, this rather simple concept of profitabilityisn't being taught in any business- or insurance-relatedenvironments that I'm aware of.

Dan Connor
Connor Insurance
Broomall, Pa.

Christmas present

Chris Amhrein, what a masterfully penned parable, my friend(“Ditch Christmas past with a better present,”AA&B 12/09). At 52, I'm trying to stay young in mindand attitude by learning as much as I can from my 14-year-old and20-year-old about why they do what they do, and how they do it (andhow they don't do it). It's challenging keeping up! But hey, I didget my iPod working and learned how to turn on the family Wii overholiday vacation! It's a process, not a project.

William J. Alexander, AAM, AIT
OneBeacon Insurance Group
Canton, Mass.

Get over your fears

Just wanted to let you know how much I enjoyed the article“Social networking: Same old story?” (AA&B 12/09) by RickGilman. Its message should really help independent agents get overtheir fear of new technology! Kudos to your staff!

Courtney R. Holder
Combined Agents of America
Austin, Texas

Investigating BI

Jerry Trupin and Arthur Flitner are to be commended on theirarticle, “Magnum BI:Calculating maximum business interruption loss exposure”(AA&B 01/10). You have taken a difficult topic andexplained it well enough that the average CFOs of mid-sized firms($10 million in annual sales) should be able to comprehend and useto their advantage with professional assistance. I am sure we bothhave experienced losses and successes with customers who listenedto our suggestions prior to a major loss. Personally, I have hadseveral chemical manufacturers survive a major loss because the BIcoverage was correctly structured. I also lost a few that wouldhave been “mega manufacturers” had they thought through thereasoning behind my presentation of business interruption assurvival of the firm insurance.

Joel H. Monsma, CPCU ARM
Adcahb Life Group
Jupiter, Fla.

Jerome, I very much enjoyed your article on business income. Iam a newer producer and wanted your opinion on the best resource(class/curriculum/training) to become more versed with writing BI.Can you please share your thoughts or direct me in the bestdirection?

Brian W. Eanes
Anderson Insurance Assocs.
Charleston, S.C.

Author's response: I recommend that youconsider either the AAI or CPCU programs, depending on your levelof experience. I think that would give you a good all-aroundfoundation in property-casualty insurance.

Mentor Gen Y

With 6 steps, including 26 substeps, for agencies to take tomeet the needs of Gen Y, it's hard to know where to start (“RecruitingGeneration Y,” by Andrew Liakopolous, AA&B 01/10). There'sa strategic reason to begin with mentoring–pairing a Gen Y recruitwith a seasoned producer. In our work with agencies, we've come toappreciate the dual power of such arrangements: They help Gen Yhone their business acumen while re-engaging senior producers whomay have become a bit complacent. Good for producers, great foragency.

Demmie Hicks
DBH Consulting
Atlanta