answers to your E&O questions
Account managers not getting
enough information from producers
to generate reliable quotes
by mary laporte, cpcu, cic, lic, cpia
Q
EO
&
QA
a
Rachel, it might be asking a lot to
I am a Commercial Account
re-train producers, but let’s break
Manager in a very busy
this problem down and come up with
agency. All of us Account Managers
some solutions. You don’t mention how
are struggling to stay on top of our
the producers are presenting business
work, and it seems that we are always
for you to quote, but it is not unusual for
behind. At first, we thought it was
producers to send an email, drop a note
because we didn’t have enough people
on your desk, or perhaps furnish a copy
to do the work, but our boss insists we
of the prospect’s current declarations
are adequately staffed when compared
By Mary
page
with LaPorte,
scribbledCPCU,
notes on it. I want to
to agencies of a similar size. So we put
CIC,
LIC,
CPIA
stay away from stereotyping producers,
our heads together to try to figure out
but I think we can agree that many of
where we are spending most of our
Agent’s questions about
Errors and Omissions, and how E&O lo
them are not detail-oriented, even though they
time and were surprised that we all came up with
prevented. may be great at building relationships and making
the same answer. It’s the producers!
the sale. The trick is to give them the tools they
need so that
theyclass,
can easily
put the
information
an E&O
and they
told
us about how important it i
They are bringing in new business for us to quote, I just attended
together
required
to
obtain
a
quote.
complete applications, create submissions, etc.
when writing new business for Personal Lines. Over the years, our
They rarely give us enough information or
the
number of different checklists but we just don’t use them any more. The bigges
Consider developing a sheet for producers to
correct information to get a quote, and certainly
new business is typically
entered directly into the carrier’s system on line. A lot
complete for each line of business. On the sheet,
not enough to put a submission together. We spend
the checklist clearly
is redundant,
we don’t
it to get in
a policy issued. It is a w
indicateorwhich
fieldsneed
are required
most of