Who is Practicing this ?

[greatfish]

Agree with you Cotton.

Focus on value, coverage, expertise, service, local rep, relationship etc

Unfortunately, it's easier said the done.

I would comment on the contractor example you gave. When i am collecting the info to quote I would ask to see his current Policy. He is gonna say no of course then start asking him different questions that you know he isn't going to know the answer to. Do you have a sunset clause? Subsidence exclusion? What ISO edition date is your GL? You request that he gets out his policy so you can review and make sure that he gets his apples to apples quote and not an apples to bananas. As you review it of course it has all the premium info plus you now have the chance find errors (programming, incorrect limits, missing coverages, etc).
Hope that helps some.

 

[Cory]

I believe responding quickly, accurately and professionally is always appreciated (with your first quote) then why not check in on a schedule several times (showing you're organized and attentine) and then come in after the "last" proposal and sell them on all the things you did to that point i.e. you've been prompt, expeditious, shown professionalism, lower rates. Mr. X... this is the same treatment you'll get with use anytime you need me if you give me the opportunity to earn your business. My two cents...