Chris Burand

If you call yourself a risk manager when you are really only selling insurance, are you representing yourself truthfully?

If you can't make your case, then better marketers will convince consumers they are more ethical than you.

The COVID-19 virus has given agents a wonderful opportunity to rethink insurance in general and their operations specifically.

There is little future for snake oil salesmen because bots can offer inadequate coverage much more cheaply than humans can.

While insurance premiums soared 288% over 20 years, even as deductibles soared, the official rate of healthcare inflation was 107%. Hmm.

Understanding the true inflation of medical care will help the intelligent, educated producer sell and advise the educated and intelligent buyer.

Careful carriers and unenthusiastic buyers mean that the part of the economy being insured just keeps getting safer. It's time for a rethink.

Technology is going to reduce the compensation of amateur agents severely because, frankly, who needs an amateur insurance agent?

Many do not even try to sell this important commercial coverage. This combination of importance and silence equals a wicked E&O exposure.

How does an agent/company win when big competitors keep pounding the "commodity" claim? By treating each customer as an individual.

Think you've seen a soft market before? Just wait. Changes in auto insurance, alone, could eliminate 5% of P&C premiums in the U.S.

"If I do not have procedures, then the plaintiff cannot accuse me of not following procedures! I win."

Just arriving at a reasonable number is inadequate if the report parameters are missing. It is kind of like buying the wrong insurance policy.

New legislation says that only "natural" persons must carry a license -- so, AIs can do whatever they and their creators want.

Insolvencies and impairments are so low in P&C that most agents pay little attention to the possibility one of their companies may fail.

A reminder to insurers: The world does not need you if there are no claims. This is your purpose, your reason for existing.

Insurance is perceived as a commodity, but it is not. Those who "sell price" do a disservice to the industry, to themselves and to customers.

The #1 way for agents to avoid E&O claims is to sell clients the coverages they truly need, no more and no less.

A great example is reading forms, yes--actually reading forms, to distinguish whether coverage actually exists!

Telling the insureds they must read and understand policies full of obscure terms is an awesome way to repel the public.

In terms of public policy, I am not confident that pricing insurance like magazines is in the public’s or even the industry's best interest.

A NewCo is charging 80% less. If the technology is that great, everyone else should just pack up and quit now. But....

That's what employers do when they decide that all revenue is equally valuable.

Much to the disbelief of some, Google does not offer all the answers -- and there is a great opportunity for agents willing to put in the work.|