The Connection Magazine AIM MUTUAL Spring 2020 | Page 6

STRENGTH IN MONOLINE
THE STRENGTH
IN MONOLINE:
A VIEW FROM
BOTH SIDES OF
THE CARRIER-
BROKER
PARTNERSHIP
I’VE SPENT my career split evenly on
both sides of the insurance equation. That
gives me a unique perspective on a day in
the life of an agency account executive
versus an insurance company underwriter.
There’s real value in understanding
both.
AIG gave me my start, and I went from
handling workers’ compensation claims
there to Eastern Casualty Insurance
Company two years later. Shortly after,
I became an underwriter trainee; the
manager thought my claims background
would be an asset when evaluating risks. I
was glad for the opportunity.
Over the next decade, I learned
everything I could about workers’
compensation insurance, from the
definition of coverage territory to
repatriation coverage to experience
rating. Over time I became well-versed
and thought everyone else in our industry
was, too. Not only was I wrong, but, looking
back, I was also naïve.
Two-Way Street
As I became more confident in my
knowledge, I began sharing it with my
brokers. In return they taught me about
life on the “front line.” I quickly learned
that once you put yourself out there,
you develop a great rapport with your
counterparts.
I learned an agency account executive
must translate insurance terms into
everyday examples for their clients.
They are tasked with knowing other lines
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