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... . Fourth, once you've discussed the coverage and the cost with the client, your role as an advisor is over and the client has only to make a business decision. Finally, the checklist demonstrates your professionalism to the client. Once you've initiated a discussion of the risk-management process with them, you're in a position to talk about insurance and non-insurance methods of dealing with risk. This sets you apart as a competent professional able to present alternatives, rather than the stereotypical salesperson interested only in making a sale. This builds the strong trust relationship that's essential for a long-term relationship. The beauty of this activity is that almost all systems have built-in account checklists and if you use a Notebook computer, you should be able to do this as you visit with the client or at least complete the ... are critical parts of this submission. 11. Take the time to explain coinsurance, valuation clauses, deductibles, and other restrictive clauses in the policy. When interviewing prospective clients, take the time to explain the provisions in the existing policy. After getting the account and delivering the policy, review them again, and repeat the process on every renewal. If you're switching from a CPP to a BOP, you might already have a competitive advantage; taking the time to explain this to the prospect or client makes the sale a lot easier. Eliminating coinsurance also simplifies the process. Whenever you do this without costing your client a lot of money, try to do it. Many experts agree that coinsurance is an outmoded and confusing provision anyway; that's one of the reasons the BOP has become ...

...If you're switching from a CPP to a BOP, you might already have a competitive ...e same holds true when you move from a BOP to a CPP or vice versa. The ways in...