“Shotgun” submission approach won’t work in hard market, agents warned


"Shotgun" submission approach won’t work in hard market, agents warned

Retail brokers beware, taking a “shotgun strategy” to submissions is not going to be tolerated in in the present day’s arduous market, no less than not in Burns & Wilcox’s private insurance coverage apply.

That is based on Burns & Wilcox company senior vp, nationwide private insurance coverage apply chief Invoice Gatewood.

“I’ve instructed our apply that if we obtain a submission that we all know a retail agent has despatched to 5 different wholesalers, we’re simply going to tug out the decline after which transfer on to the subsequent one, as a result of we’ve talked in regards to the period of time and useful resource that now we have,” Gatewood mentioned.

“And that type of transactional mentality simply doesn’t work in a tough market like we’re in in the present day.”

Gatewood spoke on the wholesale broker’s digital P&C Market Outlook: 2023 webinar.

“I do know retail brokers are nice at choosing the carriers they work with,” Gatewood mentioned. “Within the E&S house, it’s received to be the identical manner.”

As for what brokers ought to look out for in a associate, Gatewood mentioned: “Discover a associate that you simply belief, that you recognize goes to do the most effective job they will, and work with that associate, as a result of that’s the place we’re spending our time.

“We’re working with the retail brokers who’re partnered with us and we’re placing all of our effort and time into them and their purchasers, and in order that shotgun strategy simply received’t work proper now.”

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