Eliminate Loss Run Deliberation in Underwriting
Published 08-18-2019 into Agent Resources
This goes hand in
hand with my Underwriting Submission post; I suggest
checking out. It covers an Account
Summary, which provides high-level exposures, a concise list of operations and notable
details (e.g. safety program). At the
risk of sounding like a one-trick pony (don’t worry, I’m not) this post covers why
a good Loss Summary can be more valuable.
Sure, it helps speed
up the submission process (quoting or decline).
More importantly it could be your only opportunity to guide an
underwriter’s perception of the account.
Check out my loss summary below. Exactly
as I used it seven years ago. Note the
four years of premium history…I rarely had more than two, but a 75% loss ratio
was believable and combined with year four’s premium it makes a 177% loss ratio
from the prior year much more palatable.
No one is questioning premium history unless it’s a specialty line and/or
E&S (or you, the producer, have lost your credibility).
Some descriptive basics
and ‘more details to follow’ goes a long way in keeping a deal alive and dialogue
going. Maybe the carrier doesn’t list
anything if there were no losses during a term (WTF Erie), which is why it’s a
good idea to list a valuation date for each term represented in your summary,
so the underwriter isn’t left wondering if you’re missing a year.
What I’m not showing
you is that everything except the notes transfer to a WC only and Pkg/Auto only
Loss Summary, along with a corresponding graph, so I didn’t have to reinvent
the wheel. I would present it both ways
to Pkg markets and submit the WC to our mono-line markets. The premium/loss ratio graph was optional. In this case it painted a good picture, but
if it doesn’t just delete it (as I probably did for the WC).
‘Simplicity is the
ultimate sophistication’ – attributed to DaVinci but of unknown origins, a maxim used by Regis McKenna of Apple (1977) and, in this case,
ironically embodied by a Microsoft Excel spreadsheet. Everything the underwriter needs to know about
the loss history, on one page, curated by you.