Navacord publishes a playbook on how brokers can thrive in the tough market

As most insurance professionals know, the insurance market is cyclical. While the transition from “soft” market conditions – where insurers compete for profit by reducing premiums, easing underwriting criteria and broader coverage – leads to a “tough” market environment in which the profitability of the underwriting business is reduced, this is natural. According to Navacord’s latest “Hard Market Overview” report, the current market is not just another typical rotation of this cycle.

Learn more: Find out everything you need to know about Navacord here

This tough market is unique as it occurs in the midst of the coronavirus pandemic that has been causing turmoil in economies around the world and requiring a massive change in the operations of many companies. When companies closed their doors or reduced their operations during blackouts, « they looked to their insurers for premium credits and deferrals to mitigate the impact of reduced revenue and cash flows, » the Navacord report said, adding, « Insurers have Steps have been taken to provide this support – pressure on own revenues while absorbing the impact of pandemic-related claims across multiple businesses. « 

Other factors outside of the pandemic are also weighing heavily on the insurance market. These include a drain of capacity in response to changes in risk positions, a significant increase in the frequency and severity of global natural disasters, as well as a continuous increase in man-made property damage and, last but not least, a sharp increase in the severity of liability losses known as social inflation.

Read more: Social Inflation: How Does It Harm Insurance?

Brokers working in the tough market today can turn to Navacord for a detailed game book on how best to navigate the rocky road ahead. Navacord’s broker partners are already putting these instructions into practice in their own work.

« In terms of coverage, there has been a decline in capacity as markets are no longer building the same capacity as they used to be and coverage is no longer as broad as it was before, » said Patty McNeil, vice president of commercial insurance at Jones DesLauriers, a Navacord -Broker partner. « This leads to a price increase. The coverage is reduced at a higher price, so customers pay more for much less. » This also increases the workload for brokers as we have to visit more markets to find cover. « 

To meet their clients’ insurance needs in this uniquely tough market, brokers should create better submissions, according to Navacord’s Hard Market Playbook. Right now, insurers are inundated with filings, which means that insurers are looking for those that have the most complete information and are the easiest stories to read.

Accordingly, McNeil recommended: “Make sure you have all the information and tell a great story about your client and why this insurance company should be working with you on this risk game for the next year. Make an excellent submission that takes care of potential back and forth questions. « 

In addition to placing critical information about insured parties in the hands of insurers, creating outstanding filings also means differentiating that client (and the broker’s brand) and implementing a three-phase submission process, paying special attention to the client’s claim history and any changes and improvements you might have have made in terms of risk control.

The second important piece of advice for brokers is to get optimal renewals. McNeil points out that brokers continue to hold discussions with key underwriters and involve executives at their own brokers to discuss filings and markets before they hit the 90-day mark. At this point, they should make the submissions.

« Get accurate information by speaking to clients so there are no surprises, » said McNeil, adding that brokers can also try to benchmark clients against others in their industry so they fully understand their risks and why they receive certain rewards as well as terms and conditions.

Communication with customers is particularly important as many companies have adapted their business operations to the “new normal”.

« Our Ontario hospitality customers have requested flexibility in their reporting, » said McNeil. « People have tried to be really creative, from nightclubs turning into fine dining to restaurants offering take-away. »

Read more: Tough market + global pandemic = idiot for the hotel industry

She continued, « Communication in this environment is key to making sure the customer lets you know what they’re doing. We may only have renewals once a year, but we have multiple points of contact with customers on this renewal so we can get the latest information. « 

Along with these guidelines, Navacord recommends brokers focus on building better relationships with insurers and insurers, and offers a number of tips to help maintain these important bonds during the crisis. First and foremost, brokers must consider that many professionals in the insurance industry and beyond face challenges. Therefore, they should be thoughtful in their submissions and in general contact with partners.

« One of the things I’ve always said to employees is to remind yourself that the underwriter is also a person. They control the same difficulties in different ways and may not have the power to make decisions. Make them up to you. » so it’s as easy as possible to say yes to a submission, « McNeil explained. » We need them – we were used to standing on the other side of the table wielding that sword, but now they are [in this one Position] so we have to work together. « 

How do I become an underwriter?

How do I become an underwriter?

To become an insurer, you usually need a bachelor’s degree. However, some employers may hire you as an underwriter without a degree if you have relevant work experience and computer skills. To become a Senior Underwriter or Underwriter Manager, you must obtain certification.

What does a junior underwriter do?

As a junior underwriter, your responsibilities will include reviewing customer loan applications for accuracy and completeness, scoring credit reports to determine an applicant’s creditworthiness, and resolving problems with the application process.

How Much Do Mortgage Insurers Pay?

The national median salary for a mortgage insurer in the US is $ 57,152.

What skills do you need to be an underwriter?

Key competencies for insurers

  • Analytical skills.
  • Good math and statistics skills.
  • Attention to detail.
  • Oral and written communication skills.
  • IT knowledge.
  • Good judgment.
  • Negotiation and interpersonal skills.

What is the insurance insurance process?

Insurance underwriting is the process of assessing a company’s risk of insuring a home, car, driver, or a person’s health or life. … After determining the risk, the insurer sets a price and sets the insurance premium that is calculated in return for the assumption.

How long does the drawing process take?

How long does the underwriting take? Underwriting – the process of where mortgage lenders check your assets and check your credit scores and tax returns before getting a home loan – can only take two to three days. However, it usually takes more than a week for a loan officer or lender to finish.

What types of underwriters are there?

Types of underwriters

  • Types of underwriters. Mortgage insurer. Loan insurer. Insurer. Debt Security Underwriter. Securities or stock insurers.
  • On a risk basis. Senior Underwriter. Co-manager or co-underwriter.

What is the difference between insurer and insurer?

Both roles help make it easier for people to access different types of insurance coverage. However, insurance brokers work directly with customers to find policies that meet their needs, while insurers set the specific terms and costs for those policies.

How Much Do Underwriters Make in Canada?

How Much Do Underwriters Make in Canada?

The average salary for an insurer in Canada is $ 55,140 per year.

Is Underwriting a Good Job?

Insurers – the only other career in the industry included in the report – outperformed agents, scoring 78 and totaling 364. The work environment for insurers was rated 46.4 while the stress level was 16.87 was rated.

Which underwriter makes the most money?

New York insurers, on average, make the most money with an average annual wage of $ 96,570. Here is a list of the top 10 states in order of highest median earnings for insurers.

How did you become an underwriter in Canada?

There are two ways to get into the industry as an underwriter in Canada. Either complete a bachelor’s degree or complete CIP (Chartered Insurance Professional) certification. Most employers prefer that you get a bachelor’s degree or diploma first.

Is the insurance business stressful?

Underwriting is stressful at times. « The unknown is the hardest part of my job, » he says. “Every day I look at different types of risks – manufacturing, distribution, and operational risks. You have to rethink everything from scratch, and every situation is different. « 

How do I get certified for drawing mortgages?

You can earn mortgage insurer certification by completing the Certified Mortgage Underwriter certificate. Of course, passing the related exam and passing the criminal background check. This course covers: Basic and advanced mortgage insurance issues. Training for conventional, FHA and VA underwriting.

How much does a mortgage insurer make in Canada?

The average salary for a mortgage underwriter in Canada is $ 61,250 per year, or $ 31.41 an hour. Entry-level positions start at $ 35,400 per year, while most experienced employees make up to $ 97,500 per year.

Navacord publishes a playbook on how brokers can thrive in the tough market
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