Nicholas missed the point. Too many wholesalers wait for the phone to ring. Kudos to Mr. Kaufman and his group for competing for business in the entire marketplace – not just for the scraps that are left to them. I am sure they are writing on admitted paper, as well as non-admitted, in the states they do business.
Our industry needs more visionaries that “miss the point” of conventional business-as-usual, and instead are willing to make something happen.
Alan Kaufman’s comment “You roll up your sleeves (and) write more business,” is not exactly a realistic view. Some states do not allow you to write business in the E&S market in their state unless you complete some sort of “diligent effort” (get the standard market to decline to write your risk usually 3 or more declinations). This is due to the high volatility of the E&S market. He makes it sound like you should just write the business and try not to get caught. I have seen the fines assessed and the problem created for the insured, broker and agencies by just “writing more business”.
It ain’t so easy these days. All a wholesaler can do is be honest, fair, attentive, persistent and hope the people that have been rewarding you with their coveted business keep consider you to be the greatest thing since sliced bread.
Good luck to all us knuckleheads in E&S and best luck to all the smaller retailers who are struggling, really struggling too.
I do business in California and the form that must be completed is a joke that requires almost NO effort other than the nuisance of completing it for every application.
Nicholas missed the point. Too many wholesalers wait for the phone to ring. Kudos to Mr. Kaufman and his group for competing for business in the entire marketplace – not just for the scraps that are left to them. I am sure they are writing on admitted paper, as well as non-admitted, in the states they do business.
Our industry needs more visionaries that “miss the point” of conventional business-as-usual, and instead are willing to make something happen.
They also use creative advertising. Consumer, especially business-to-business, are bombarded with mediocre advertising; most of it gets thrown away.
Alan Kaufman’s comment “You roll up your sleeves (and) write more business,” is not exactly a realistic view. Some states do not allow you to write business in the E&S market in their state unless you complete some sort of “diligent effort” (get the standard market to decline to write your risk usually 3 or more declinations). This is due to the high volatility of the E&S market. He makes it sound like you should just write the business and try not to get caught. I have seen the fines assessed and the problem created for the insured, broker and agencies by just “writing more business”.
It ain’t so easy these days. All a wholesaler can do is be honest, fair, attentive, persistent and hope the people that have been rewarding you with their coveted business keep consider you to be the greatest thing since sliced bread.
Good luck to all us knuckleheads in E&S and best luck to all the smaller retailers who are struggling, really struggling too.
I do business in California and the form that must be completed is a joke that requires almost NO effort other than the nuisance of completing it for every application.