WIN Magazine - Summer 2016 - (Page 61)
STEPS TO CREATE
BY MIKE SHANNON
SURVEY OF dozens
of industry leaders
over the past year
revealed that the
of their staffs
will ultimately determine their businesses' fate. Even more revealing is
that three-quarters of respondents
said 60% to 80% of an underwriter's
success will be based upon their
sales-marketing-production competence rather than their technical
While insurance has historically
been a consultative business, that
approach began shifting in 2004
with 30 quarters of declining rates.
A soft market continues today.
Insurance has become an auction.
Recognizing that when you live
by price you die by price, insurance
W I N | S u m m e r 2 0 16 | 61
Table of Contents for the Digital Edition of WIN Magazine - Summer 2016
44,000,000,000,000,000,000,000 Opportunities: The Exponential Cyber Liability Market
AAMGA’S 2016 Winning White Papers
IoT: Insurance, Opportunities, Threats
Hydraulic Fracking: The MGA’s Guide
The Infringement of Standard Markets on the Excess & Surplus Lines Market
Beyond the New Normal: Could the Surplus Lines Market be Heading for a 10% Market Share?
Personal Lines Perspectives: Updates and Opportunities to Writing a Better Exposure
Underwriting Unusual Exposures: Tips, Tools and Techniques
A Changing World of Risk and Regulation
Going to the Dogs—The Cause for Paws: How a Specialty Underwriter is Changing the Lives of Our Best Friends
In the WIN-ner’s Circle: Thomas B. Rogan
In the WIN-ner’s Circle: Roger Ware
5 Steps to Create a Production Culture That Advances Your Business
Index of Advertisers
WIN Magazine - Summer 2016
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