Page 3 - Specialty Practices_November Newsletter

…Standing in the Hall of Fame!

Earthquake placement cross-sell to developers of a luxury
high-rise project

Real Estate Practice expert, Jonathan Naranjo, has been with HUB for over
six years. Making the leap from banking and starting with a zero book of
business, Jonathan learned the ropes as a generalist, leveraging his
network and benefiting from some great mentors - eventually taking over
the Co-Leadership of the residential book from a retiring producer. Now an
expert in the high-rise luxury condominium/HOA space in CA (office is in San Francisco),
Jonathan was well-positioned to step in when a new client found themselves needing an
earthquake policy in short order.
From liquefaction to soil reports, HUB does the homework to quote earthquake coverage
In June, Jonathan’s team landed the architecturally distinctive development through a
property management firm client, insuring their P&C through HUB’s CCCASA program -
an RPG that stands for: California Condominium Co-op Apartment Safety Association.
The developer then asked them to quote the earthquake.
Like most development projects, COVID – 19…

Developing a Deeper Understanding of Your Industry:

Questions You Should Be Asking
The tree care industry has become second nature to Mark Shipp, P&C Producer and
Agribusiness & Food Specialty Expert in HUB California. After 25 years’ of immersing himself
into the tree care industry by partnering with the right clients, being a board member of Tree
Care Industry Association, asking peer-to-peer questions, and becoming a ‘market maker’,
Mark finds himself having a record year of $2.5M in new business revenue.
Check out the video to learn how he is winning!
Questions to ask the client:
• What would be your ultimate vision in an insurance
brokerage relationship?
• If you were to wave a magic wand and create your
perfect insurance & risk management relationship, what
would that look like?
• Tell me about some other things you’re being provided
other than just risk transfer
• How are you handling the recent legislative changes?
• What role has your broker played in assisting you in all
of these areas we’ve talked about?
• How do we work together as a team to achieve your
objectives?
Focus of meetings:
• Assume that incumbent broker is doing everything right
• Peer to peer questions
• “Stop selling and start caring.” Being an advocate for
not only the industry, but for people who work in the
industry
• Changing the market’s perception of your business. We
want the market fighting for your business based on
your characteristics. Our goal is to help you to change
your risk profile for the better, to help you reduce costs
over time and to be a strategic risk partner.
© 2019 HUB International Limited. 3