The Consultative Broker™ Briefing
Volume VII, Number 1
A Free Publication of C.R. Ekern & Company
888.670.1177
www.crekern.com
 Copyright, C. R. Ekern & Company, 2005

Fourth Annual Year-End Readership Survey

Dear Consultative Broker,

Over the course of the past six years, we have been pleased to deliver the Consultative Broker Briefing to you on a complimentary basis.  We are very gratified by the responses and the readership following we have received.  It is our goal to continue to provide you with cutting edge information on the development and retention of large accounts.  There are thousands of you currently reading our Briefing across North America.

Once a year we ask you for something… Please take the time to fill out our short Annual Year-End Survey.  It should only take you several minutes.  The results will be used to help us really hit home in future editions of the Consultative Broker Briefing.  In addition, it helps us immensely in measuring the impact of industry changes.

This year, we are focusing some of our questions on New Business Development techniques.  Your responses will be critical in raising the awareness of industry leaders concerning what support you need to continue your large account growth.  Please take the time to complete the survey below.

Oh, one more thing.  In the past years we have really appreciated reading what you have shared with us concerning your own experiences and thoughts on Consultative Brokerage.  We spend a lot of time writing our thoughts, and we love reading yours!  So, if anything comes to mind, just “lay it on us” at the end of the survey form.  What are your successes, concerns, or thoughts on Consultative Brokerage and TCOR?

We are waiting to hear from you and will publish our findings shortly.

Best regards to all Consultative Brokers,

Rob Ekern
President
C.R. Ekern & Company

Note:  This survey form is no longer active.  The form is available below for your review, but you will not be able to submit it.  It was distributed to our subscribers at year-end 2004. Click here for the in-depth analysis of the survey results.

1.   On average, how many insurance carriers had an appetite for your year-end renewals?
2. On average, what type of premium change did you experience for your year-end renewals?
3. Over the course of the coming year, what type of premium change do you expect in the marketplace?
4. As regards competition from other brokers, how would you characterize the marketplace at year-end?
5. Which of the following is the most critical challenge that you expect to face in the coming year?
6. In your opinion, which of the following is the most important contribution that your firm makes to a Client/Prospect's Total Cost of Risk (TCOR)?
7. If you can demonstrate a reduced TCOR to Clients/Prospects, do you need the lowest premiums?
8. Over the past 12 months, how much of your new business revenues came via the Marketplace Selection Process (i.e. Insurance Company Bidding)? 
9. Over the past 12 months, how much of your new business revenues came via the Brokerage Selection Process (i.e. Broker of Record Letter Process)?
10. Thinking back to three years ago, approximately what percentage of your new business revenues at that time came via the Brokerage Selection Process (i.e. Broker of Record Letter Process)?
11. In the event that you have been successful with the Brokerage Selection/BOR Process, how many of these occurred mid-term over the past 12 months?
12. Over the past 12 months, what was your approximate Hit Ratio with the Marketplace Selection Process? 
13. Over the past 12 months, what was your approximate Hit Ratio with the Brokerage Selection Process? 
14. If you have been successful with the Brokerage Selection/BOR Process, in general, how do the carriers respond?
15. In terms of new business for the coming year, what is the average account size (commissions / fees) that you are targeting?
16.     What is the total size of your firm's insurance revenues (including benefits)?  If you are a branch office or subsidiary of a larger firm, please select the total insurance revenues of the larger firm. 
Please use the space below for any additional comments or to suggest a topic that you would like to see addressed in an upcoming edition of our Briefing.
Your Name (optional)
Your Firm (optional)
Your email address (optional)

Note:  This survey form is no longer active.  The form is available for your review, but you will not be able to submit it.  It was distributed to our subscribers at year-end 2004. Click here for the in-depth analysis of the survey results.

                                         

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Consultative Brokerage® Techniques are utilized by agents and brokers across North America in the development and retention of upper middle market revenues.  The Consultative Broker Briefing is delivered electronically free of charge to selected agents, brokers, and other insurance professionals across North America.  To subscribe to The Consultative Broker Briefing, please click here.

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Copyright 2005 C.R. Ekern & Company