Page 124 - The UnCaptive Agent

INSURANCE CARRIERS 97

business plans so that they can help you maximize your
opportunity with them.
Of utmost importance to that underwriting rela-
tionship is honesty and integrity. There is an insurance
company for every client. You should never try to get
a company to write a piece of business that doesn’t
meet their guidelines. It’s imperative to fully disclose
everything you know about a risk, and to never mis-
represent a risk. Agents that misrepresent risks tend
to get a reputation among underwriters, which spreads
throughout the industry, and they have problems for the
rest of their careers with writing business and keeping
carrier relationships.
It’s also important to know the managers of the
underwriters inside the carriers you represent. There are
times when you will need underwriting management
approval for a risk you’re seeking to place. Knowing
those people is incredibly helpful when that happens.
Another key relationship for you to develop with the
carriers you represent (and with those you would like
to) is the Territory Representative. Those are the front-
line staff who meet with insurance agencies regularly,
explaining the carriers’ marketing appetite, competitive
position, business plans, and so forth. You will want to
know those people very well. And you will want to have
open and honest discussions with them about your plans
and capabilities, as well as theirs.
I hate to say it, but I think a word about profession-
alism is warranted here. There are times when you will
become frustrated with your carrier partners. But you can
never allow yourself to lose your temper, make threats,
or act unprofessionally. Insurance company executives,
underwriters, and marketing representatives have long
careers … and they have long memories. They also
move from one company to another while remaining in