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(Managing Your Book of Business) |
| Start | 9:00 | Front-line Underwriting Guidelines and Question Guide for
Producers & CSRs We’ll list several markets’ current eligibility guidelines so learners will be able to compare and contrast how their markets are now. The facilitator hand out my Unusual Questions for Unusual Risks and help them see how they can write more business than what markets’ guidelines seem to suggest. |
| Break | 9:30 | 10 minute stretch break |
| Continue | 9:40 | Analysis of Five-Year Loss Ratios The facilitator will explain how loss ratios are composed and how they should be analyzed quarterly for trend analysis. Learners will show their loss ratios to the facilitator privately and receive counsel from the facilitator concerning how to continue analyzing their agency’s profitability measurements. |
| Break | 11:00 | 10 minute stretch break |
| Continue | 11:10 | Analysis of Five-Year Loss Runs Part 1 of 3 Learners will view their agencies’ *five-year loss runs using MSExcel spreadsheet software. Learners will be taught how to sort their data in preparation for analysis. The facilitator will verify that each group of learners have sorted their loss runs by type of peril/cause, producer, line of business, and dollars paid for losses. |
| Break | 12:00 | 60 minute lunch break |
| Continue | 1:00 | Analysis of Five-Year Loss Runs Part 2 of 3 The facilitator will explain and demonstrate what the learners should be looking after each sort of their agencies’ five-year loss runs using MSExcel. |
| Break | 1:50 | 10 minute stretch break |
| Continue | 2:00 | Analysis of Five-Year Loss Runs Part 3 of 3 The facilitator will help each group of learners recognize what their five-year loss runs indicate (where profitability problems are concentrated). |
| Break | 2:50 | 10 minute stretch break |
| Continue | 3:00 | Reactions and Planning Part 1 of 2 The facilitator will explain and demonstrate how other front-line underwriters have reacted to what they discovered during analysis of their loss runs previous to this class. |
| Break | 3:50 | 10 minute stretch break |
| Continue | 4:00 | Reactions and Planning Part 2 of 2 The facilitator will give each group a MSWord template prepared to help each group describe their profitability problems and plan how to react to those problems constructively (writing more business more wisely). The facilitator will explain the template and help each team complete it for use in each group’s agencies. |
| End | 5:00 | A written examination will be past out. |