Underwriter's Guide to Successful Deal Making: Selling New Business and Renewals Throughout the Market Cycles

What makes a successful deal? You probably know one when you see one. It could be closing a difficult Renewal, acquiring a Marquee Account, or getting a commitment from a new Agent. Regardless, the successful deal is one that is made on terms YOU control to meet YOUR objectives while satisfying the Agent’s requirements for the account. It’s successful because it may stimulate a stream of opportunity and it’s successful because it works in any (or in spite of any) market cycle. In this study of deal making, I have tried to add material about Insurance Cycles, trends impacting Agencies, and Communication Styles among other topics which would I might not have been able to explore in my live workshops because of time constraints. The concepts I address are appropriate for a wide variety of jobs and levels; Underwriters, Business Development Managers, or Territory Managers, seasoned or novice.