Karen Roan
Dave Scott
S P OTLI G HT ON
Excellence
Karen Roan, personal lines manager at Rodman Insurance Agency in Needham, MA, recently spoke
with us about the challenges agents face when writing condo business—and how Arbella helps the
agency gain a competitive edge.
TH E C HALLE N G E O F S E LLI N G C O N D O
maintaining excellent retention. “On the commercial lines side,
Rodman Insurance writes $11 million in personal lines premium,
we write several condominium associations and we obtain
$1.2 million of which is with Arbella. With more than $1 million in
referrals that way. We’ve maintained a slow and steady influx
condo premium, Rodman has experienced success in writing this of business and a retention rate in the low to mid 90s.”
type of business, but Karen explains that there are challenges
involved. “Understanding where the coverage responsibilities
TH E AR B E LLA D I F F E R E N C E
lie between the condo association master policy and the unit
Rodman’s method of selling condo coverage does not begin
policy is the first and most critical aspect of effectively writing
with a “bare bones” policy. “Instead, we like to show customers
an individual condo policy,” Karen says. “For the average
the best and most comprehensive coverage for them and make
consumer who doesn’t understand insurance and is most likely
adjustments based on their budget if needed,” Karen explains.
dreading the process, a clear and honest conversation goes a
“With competition swarming in Massachusetts, it helps agents to
long way. Building a transparent relationship requires educating
have something attractive, affordable, and all-inclusive to offer our
customers—without complicated insurance jargon—on the bylaws customers—and Arbella’s Schooner Package fits the bill. The vast
and what coverage they will be responsible for, so there are no
majority of our condo customers have it, and we automatically
surprises if a loss occurs.”
quote it for potential customers. Arbella’s Schooner Package has
made it much easier for us to sell condo.”
A STE P AH EAD O F TH E C O M P ETITI O N
Karen believes that Arbella always has independent agents
Karen believes that independent agents have a clear
in mind and that it makes for a great partnership. “Arbella’s
advantage over direct writers when writing condo. “When a
great products, incredibly responsive underwriting team, and
customer does business with a Rodman account executive,
unparalleled leadership make the company a great fit for
the customer stays with that account executive for life. If you
us. And we’ve noticed that the name ‘Arbella’ has become
purchase through a direct writer, you will never speak to the
more recognizable than ever. From their fantastic advertising
same representative twice,” Karen says. “As a condo owner
campaigns and sports partnerships to their extensive
with a direct writer policy, you’re on your own when it comes to
community involvement, there are so many reasons for us—
figuring out what you’re responsible for covering. Independent
and our customers—to love Arbella.”
agents make the process simple and easy.” Rodman’s condo
sales strategy is all about slow and steady growth and
TRADE WINDS SPRING 2014
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