The Consultative Broker™ Briefing
Volume VIII, Number 1
A Free Publication of C.R. Ekern & Company
888.670.1177
www.crekern.com
 Copyright, C. R. Ekern & Company, 2006

Fifth Annual Year-End Readership Survey

Dear Consultative Broker,

Over the course of the past seven years, we have been pleased to deliver the Consultative Broker Briefing to thousands of readers across North America on a complimentary basis.  It is our goal to continue to provide you with cutting edge and timely information on the creation, development, and retention of large accounts, along with revenue creation techniques.

Once a year we ask you for something in return... Please take a moment to complete our Annual Year-End Readership Survey.  The results will be used to assist us in covering key topics in future editions of the Consultative Brokerage Briefing.  In addition, the survey results help us immensely in measuring the impact of industry fluctuation.

This year, we are focusing some of our questions on client presentation techniques.  Your responses will be critical in raising the awareness of what support you need to continue your large account growth.  Please take a moment to complete the survey below no later than Friday, January 13, 2006.  

Lastly, in the past years we have really appreciated reading what you have shared with us concerning you own experiences and thoughts on Consultative Brokerage.  We spend a lot of time writing our thoughts, and we welcome yours!  So, if anything comes to mind, please complete the comment section on the survey form.  What are your successes, concerns, or thoughts on Consultative Brokerage, TCOR, or 2006 marketplace conditions?

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Note:  This survey form is no longer active.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 2005. 

1. On average, what type of premium change did you experience for your year-end renewals?
2.   On average, how many insurance carriers had an appetite 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. Over the past 12 months, how much of your new business revenues came via the Marketplace Selection Process (i.e. Insurance Company Bidding)? 
7. 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)?
8. Over the past 12 months, what was your approximate Hit Ratio with the Marketplace Selection Process? 
9. Over the past 12 months, what was your approximate Hit Ratio with the Brokerage Selection Process? 
10. In terms of new business for the coming year, what is the average account size (commissions / fees) that you are targeting?
11.     What determines whether or not you market an account?
12. What is the most important part of a Brokerage Selection/BOR presentation?
13. In a presentation, what is the most important issue to clients?
14. What is the most difficult part of preparing a client Total Cost of Risk (TCOR) presentation?
15. How important a contributor is the Consultative Broker Briefing in the development of your selling strategies and client retention?
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 below for your review, but you will not be able to submit it.  It was distributed to our subscribers at year-end 2005. 

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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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