National Underwriter Property & Casualty-November 2014

Issue Gallery ›

  • Let's Get Small: Selling Coverage to Small Business

    Laura Mazzuca Toops

    Small businesses are a large part of the American tradition, and still play a vital role in the U.S. economy. Consider: In 2011 there were 28.2 million small businesses in the U.S., accounting for 99.7% of America's employers; comparatively, there are only 17,700 firms with 500 employees or more, according...

  • Social Media's Shifting Sands

    Laura Mazzuca Toops

    So you think youre pretty progressive about social media. Youre blogging, posting videos on YouTube and engaging clients and prospects on the Internet.

  • This Turkey Deserves Killing

    Chris Amrhein

    Whatever your personal choice of holiday meal, the air will soon be filled with turkey jokes, turkey recipes and a last-minute Presidential pardon, all for a bird that can't fly.

  • Customer Loyalty: It's More than Just Claims Satisfaction

    Patricia Harman

    It turns out that it takes more than just customer satisfaction to keep customers loyal to their insurers. An Accenture Global survey found that while 86% of insureds who filed a claim were satisfied with how it was handled, 41% of those customers are still likely to switch insurers in...

  • Once Upon a Time…

    Rick Gilman, APR, CMP

    When I was a child, my favorite bedtime story was Dr. Seuss Horton Hatches the Egg. I remember my mother sitting on the edge of my bed reading about this amazing elephant, whose personal creed was a very important lesson for me. The memories and emotions this evokes in me...

  • Why Millennials should matter to agents

    Melissa Hillebrand

    At 76.6 million, millennials are the country's largest generation and also the fastest-growing consumers and employees. They bring $1.68 trillion in purchasing power to the table, according to the U.S. Census Bureau. Smart agencies will develop a plan to attract, serve and retain these individuals, as they will have a...

  • Not Your Father's Cross-Selling

    Jack Burke

    In the good old days, cross-selling meant asking your clients for additional business. Legendary State Farm agent and author Cosmo Conte proved this as an effective means of building an agency's book.

  • Inspired Innovation

    Mark Galante

    It's planning season. And around here, real planning begins by imagining what is possible rather than focusing on the incremental. Earning the leading market share in your category is possible; squeaking out a couple points of growth is incremental. But achieving what is possible often requires us to do things...

  • The TRIA Saga

    Ted Besesparis

    One of things the insurance industry hates most is uncertainty. The ability to accurately assess and predict risk with reasonable certainty is key to success in the insurance business.

  • Profiling Insurance Pros Under 40: Anthony DiPilla

    Melissa Hillebrand

    I have learned not to take things personally. You will receive a lot of rejection and constructive criticism from potential clients. This will help mold you into a well-rounded, knowledgeable agent. Even when you are rejected, many of those people will come back to you for your services.

  • Q&A: NAPSLO Executive Director Brady Kelley

    Shawn Moynihan

    Q: Last year, the record-breaking attendance you had at NAPSLO's annual conference in San Diego seemed to set the tone that business was gathering steam again, and the sentiment among those we spoke with seemed to be that This is a good time to be in Excess & Surplus lines....

  • Why We Must Rise to Diversity Challenges

    Bernd G. Heinze

    In March, California's population reached a noteworthy landmark: Latinos now outnumber whites for the first time in the state's history. This is more than a demographic factoidit is a benchmark moment on a path toward greater diversity in the U.S. population. This trend also will test the ingenuity and adaptability...

  • Beware the Dangerous Client

    Matthew S. Marrone, Esq.

    Savvy business owners always look for new business opportunities, and client service professionals running insurance agencies or law firms are no different. Nobody likes to turn away business. But when it comes to avoiding E&O claims, the most effective strategy is to avoid certain clients altogether.

  • Brokers Aren't Agents of Insurers

    Barry Zalma, Esq., CFE

    An insurance broker transacts insurance withbut not on behalf ofan insurer, while an agent transacts insurance with and on behalf of both the insurer and the insured.

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