WIN Magazine - Summer 2016 - (Page 61)

FEATURE STEPS TO CREATE A PRODUCTION CULTURE THAT ADVANCES YOUR BUSINESS BY MIKE SHANNON A SURVEY OF dozens of industry leaders over the past year revealed that the production skills 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 underwriting ability. 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