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... cheaper renewal alternative. Examples: the Umbrella that doesn't include employees' in the definition of insured'; the Commercial Auto policy that limits radius of use; the claim, as opposed to loss, deductible; the Property policy with out an agreed-value provision; the Rental Property Liability coverage with a Pollution exclusion. Solution: Develop an online coverage matrix for any line in which coverage varies from carrier to carrier, and for company-specific products. Keep them current. Get double duty from that effort by using the matrices in your proposal ... to show why your proposed coverage is better that the competition's (or to show why a cheap alternative has coverage detriments) . Problem: I never said that, ' often uttered in response to your CSR's statement to the insureds that they removed their Physical Damage coverage just a few months before the vehicle was vandalized. Solution: Send a confirmation letter from your office for every change processed by your agency. Ideally, your agency system should be set up by management, so that these letters will go out as a normal part ... carriers mailing policies directly to insureds, the best agencies see a new opportunity: not to save postage, but to use that postage to stay in touch with clients in more important ways. They know that renewal is not a good time to explain and recommend additional coverages because most clients are price-fixed' at renewal (and are often being solicited by the competition with lower price offers) . It's better to recommend those coverage enhancements at midterm. Good automated work flows free up CSRs' time, allowing midterm account reviews and recommendations ...