Table Of Contents

Chapter #                                                                                                                 Page #

I  Factors to Consider Concerning Underwriting Territory Performance .............. 1      Descriptions of the types of information to consider with definitions and explanations II  Our 201__ Tactical Plan ................................................................................... 13     Our first tactical plan which sets the stage for reversing declining sales & underwriting performance III  Our 201__ Playbook ....................................................................................... 15     Sets of actions to choose from when responding to or anticipating an agency's needs     1. Prospecting For New Agency Appointments ........................................................................ 16     2. Enhancing Underwriting Eligibility Guidelines So Agency Personnel Can Use Them ................ 17     3. Transfer Of Business ............................................................................................................ 18     4. Encouraging Agencies To Use Formal Business Plans............................................................ 20     5. Selecting and Negotiating A Performance Improvement Plan ................................................. 21     6. Helping Agencies Select Market Niches to Target ................................................................ 23     7. Policy Reformation/Reconstruction ....................................................................................... 26     8. Improving Poor Agency Growth .......................................................................................... 27     9. Improving Poor Agency Profitability .................................................................................... 28     10. Improving Acceptable Agency Performance ...................................................................... 30     11. Rewarding Agencies for Improvement of Performance ........................................................ 31     12. Getting More Business on the Books Smartly ..................................................................... 33     13. Underwriting Homes Needing Repairs ............................................................................... 34     14. Underwriting Prospects With Poor Credit Scores ............................................................... 36     15. Front-Line Underwriting of Dwelling Fire Applications ........................................................ 37     16. Teen Drivers With Temporary Suspensions ........................................................................ 40     17. Getting Profitable Agencies to Grow Their Books ............................................................... 41     18. Renewing More Frequently to Increase Retention, Production, and Profitability .................. 43     19. Desk Underwriter's Renewal Review Processes ................................................................ 44     20. Encouraging Agency Participation in the Renewal Underwriting Process ............................. 45     21. Granting Accommodations/Exceptions Productively .......................................................... 47     22. Helping Agency Personnel Know When and How to Ask for Exceptions .......................... 48     23. Acts of Consideration that are not Permitted or Prohibited by the Rule Books ................... 49     24. Keeping the Pipeline Open When a Player is Out of the Game .......................................... 50     25. Handling Requests for Reinstatement After Cancellation for Non-Payment ........................ 51     26. Eliminating Poor Paying Customers During Renewal Review ............................................. 53     27. Helping Producers & CSRs Reduce Youthful Operator Accident Frequency .................... 54     28. Increasing the State's ITV Percentages ............................................................................. 55     29. Acting as Information Resources, Consultants, and Facilitators .......................................... 56     30. Underwriting Unacceptable Exposures Using Loss Exposure Reduction ............................ 57     31. Underwriting Exposures Using Modification of Coverage, Deductible, etc. ........................ 58     32. Insulating Our Policy From An Unacceptable Hazard ....................................................... 59     33. Underwriting Flexibility for Unusual Risks ......................................................................... 61     34. Improving a Book of Business' Rate Integrity at an Agency ............................................... 62     35. "Get out of Underwriting Free" Card ................................................................................. 63     36. Resolving Disputes Between Insureds and Adjusters ......................................................... 65     37. Pricing Strategy ................................................................................................................ 67     38. Translating Marketing Objectives into Underwriting Actions .............................................. 69     39. Agency Travel by New Underwriters ............................................................................... 73     40. Agency Travel by Advanced Underwriters ...................................................................... 76     41. Evaluation of Agency Performance .................................................................................. 79     42. Terminating an Agency for Poor Performance .................................................................. 82     43. Terminating an Agency for Rolling Its Profitable Book ..................................................... 83   V Index of Topics ............................................................................................. 84