Selling Through the Cycles in the Excess & Surplus Market: A Primer on Sales for Retail Agents and Wholesalers/MGAs

Balbresky, Mr Paul,Behymer, Mr. Christopher

ISBN 10: 1499798660 / ISBN 13: 9781499798661

Published by CreateSpace Independent Publishi, 2014

About this Item

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Bibliographic Details

• Title: Selling Through the Cycles in the Excess & Surplus Market: A Primer on Sales for Retail Agents and Wholesalers/MGAs
• Publisher: CreateSpace Independent Publishi
• Publication Date: 2014
• Language: English
• ISBN 10: 1499798660
• ISBN 13: 9781499798661
• Binding: paperback
• Condition: Very Good

About this title

Synopsis

This companion piece to my customized Sales and Negotiations workshops has been developed to fill a gap in the insurance education for the E&S markets. As with other areas of insurance, extensive writing is available on risk and policy, relatively little on the business end of the industry, and virtually nothing on sales that is insurance specific. In this study of deal making, Chris and I have included much about changing market cycles, communication styles of opposing parties and specific treatments for the relationship among the Retailer, Wholesaler, and Underwriter in both new and renewal business. As I have done for the past 30 plus years in the insurance business, I have taken classic sales and negotiations theory and adapted it to the unique environment of the insurance transaction. For those I have had the pleasure of working with in my live workshops welcome back. I hope you will find this to be an enriching journey. While for those of you new to the concepts, I wish you well as you continue your personal growth.

About the Author

Paul’s insurance career spans over 35 years in a variety of capacities including; broker, product line manager, operations executive, training director and marketing officer before he opened his consulting practice in 1993. He is the author of several books and dozens of articles in Education and Risk Management journals. He has been a frequent speaker at industry meetings, has taught Marketing and Management as an adjunct faculty member of Penn State University. Paul served as Board member and Chairman of the Campus Violence Prevention Center, and as Board member and National President of the Society of Insurance Trainers and Educators (SITE). Paul’s consulting practice is exclusive to the Insurance Industry and focuses on Sales, Negotiations and Management for Underwriters, Claims Associates, Agents and other Insurance Professionals