Online Commercial Insurance Brokers Offer More Than Simply Business Insurance Price Comparisons

Consider a commercial insurance broker the next time you buy insurance online, until a recent resurgence of interest due to new online commercial products, they have not had a good Internet experience.

Brokers provide service, knowledge, quality products, claims help and advice as well as comparing insurance quotes, qualities that are rare or missing in the alternative self-service world of the online price comparison websites.

When direct personal lines cover became an acceptable method of selling and delivering insurance via the Internet, the soothsayers of business doom were crying the tolling of the death knell for the insurance broker as a profession. Even more so for the business insurance specialist intermediaries.

Commercial insurance was notoriously difficult to provide auto-quoting underwriting systems for and it was believed by the mandarins that commercial policies could not be sold online to an ignorant public.

It was imagined that all insurance business would be dealt with direct either by phone or online and the broker trade would decline.

What these people failed to realise at the time though, was that the broker business model, one based on comparing covers and tailoring policies to suit individual needs, was a time tried and trusted method that would re-emerge online as the peoples favourite method of buying insurance, albeit in a new bigger form of the price comparison site.

Commercial insurance price comparison websites were then predicted to replace the broker, as in effect they are providing the same comparative quotation service as the brokers but on a much larger scale.

Commercial Insurance Brokers realised that they were missing out unless they embraced the comparison site competition. Many of the larger and more Internet savvy brokers decided to take on the comparison sites and offer comparison websites of their own, often with great success.

They took their back office comparison systems and web-enabled them to provide a user-friendly interface. The larger commercial insurance sites now rival the big four price aggregators and many offer a wider range of covers.

With the ability to offer specialist products a broker has an advantage over a price comparison site, however many Specialist schemes from commercial insurance brokers can now be found on price comparison sites. You will often need to look deep and really research the market of quotes offered, to find them though.

Although many smaller brokers have signed up to the large price comparison websites, when you search for their products you are rarely shown these offerings. This is because many brokers have put tight underwriting criteria to the type of business they want from the comparisons site.

Often these restrictions mean that the price aggregator cannot quote their policy because of the restrictive terms imposed.

All online commercial comparison websites suffer from rigid acceptance rules defined by the underwriting company.

The fact that if for example, an office does not reach strict security requirements, then the office package comparison system is algorithmically instructed to decline the business.

Computer says No!

Consequently when the comparison sites quotes compared are returned to a prospective buyer, they are usually displayed in the order of cheapest first, showing those without any endorsements or cover restrictions.

Those smaller but maybe more relevant schemes that are maybe slightly more expensive or need some adjustments to the information entered to quote, are not getting a look in against the large insurers who can compete on price.

Many people, especially small businessmen on a tight fixed budget, mistakenly believe that the cheapest insurance is sufficient for their business needs.

This is particularly true of the sole-trader or self-employed tradesman who resents being told he must have public liability insurance to work on a building site for example.

His likely first port of call will be a search engine followed by a big brand price comparison site looking for the best deals.

Most commercial insurance brokers do not want this type of cheap liability business anyway, which is more trouble than it is worth if there is a claim.

They do want good bona-fide small business and registered companies for which they have the advantage over the price aggregators of offering not just specialist packed policies for shops,office, restaurants, pubs and commercial property but also a human face.

Today, more and more trade specific packaged policies are appearing on commercial insurance websites each month as bringing the product to market becomes easier.

Online brokers can offer telephone help, callback services, claims services, market knowledge and advice over price, human versus computer or simply just service. All things that are missing from the price comparison sites.

The new online commercial broker is taking back the initiative and levelling the playing field for the distribution of Insurance on the Internet.

On the whole the future looks rosy for the forward-looking broker who is willing to adapt and change from his Main Street outdated business practices and embrace the Web for all its potentiality.

On a cautionary note, many a local broker with traditional product offerings who does not adapt, will not be found by the general public and his market reach will always be local.

The Internet has allowed online commercial insurance brokers to introduce specialist risks and cover to the business market that would probably not previously been aware of the policies.

It has also spawned new risks itself such as cyber risks cover, professional indemnity and liability for consultants in every IT and online profession, and even commercial property insurance for web server farms.

The local broker is now international if he has the placement facilities.

Niche brokers with niche schemes are now providing these services to new global markets.

Commercial Broker Fee Agreement – Exclusive Or Non Exclusive?

Commercial mortgage brokers are constantly asking themselves if they should ask their clients for an exclusive relationship or go the “easier route” and secure a non exclusive fee agreement. What’s the difference? What’s the pros and con’s of both? That’s the point of this brief article.

An exclusive relationship within the commercial mortgage field can be thought of as a listing agreement within the real estate brokerage side of the business. Or more specifically the exclusive agreement should be thought of as a tenant representation agreement for those that are familiar with that agreement.

Essentially the exclusive agreement states that the borrower agrees to work with the mortgage broker on an exclusive basis with shopping for lenders, negotiating term sheets and coordinating the processing and closing of the loan (among other legal issues I’m not qualified to discuss). The commercial mortgage broker is handling the whole transaction on behalf of the borrower and typically is looking out for the borrower interests. A non exclusive agreement still covers a lot of the same issues but gives the borrower the right to work with other lenders/ brokers. So there’s no guarantee that you’ll win the deal and or get paid.

The main advantage for the commercial mortgage broker to get an exclusive is that the borrower has committed to working with the broker, and at the end of the deal the broker will get paid. For those reading this article that have worked on deals for months with borrowers and to find out they lost it because of 10 basis points or slightly lower fees know how bad this can sting.

Most exclusive fee agreements cover a lot more than the exclusivity issue; retainers, expenses covered, minimum fees are some of the more important issues. For example having a borrower send you a thousand dollar retainer and a signed exclusive agreement says a lot; that he’s on board and going to work with you.

There are disadvantages though of going for an exclusive agreement. The obvious is that many borrowers simply will not want to sign off on this. It can be a hard sell. They’ll want you to “get them quotes” or “see what you can offer” first. Basically the borrower will want to keep total control and will only want to work with you if you can produce the best deal. So you stand to lose working on the deal if they don’t agree. You may know that perfect bank for the deal and or just want to work on it with the hopes of building a solid relationship along the way.

Also, YOU may not want to work on the deal on an exclusive basis. Believe me when I tell you that if your borrower agrees to a 5 page agreement and sends you a $1000 retainer, that they will want to get their money’s worth and are not going away. If they deal is weak and you find you can’t get it done, you’ll have to invest a lot more time into the deal than wanted and or break off the relationship and risk tarnishing your reputation.

So, unfortunately there’s no simple answer if you should go for an exclusive commercial mortgage broker fee agreement or not. But you should get you borrower to sign something that says you’re working with him and that you’ll get paid at close.

Planning an Off-Site Business Meeting

Conducting a business meeting is one of the most important events in the business calendar. As a business owner you might need to conduct some meetings with the customer at a peaceful and a calm location, so that the meetings will not have any distractions from your day-to-day business. When conducting such client meetings it is very important for the business to consider certain factors. These factors include the availability of a meeting place with good infrastructure, proper communication to all the attendees well in advance and provision of good quality food to the people attending the meeting.

When one looks for an ideal destination to conduct the meeting, the person should also look for the availability of a meeting place in the destination with the entire required infrastructure such as chairs and tables, proper ventilation, projectors in working condition and provision for working with laptops.

These are only some of the major facilities that are required for meetings. There are other factors that might be minor, but also extremely important to smoothly conduct the meeting. Thus before booking the hall, one should have a checklist of items that needs to be available in the meeting hall. While talking to the meeting hall representative, the business owner can ask for the availability of all the items in the check list.

The business owner should ensure that the meeting schedule is circulated to the target audience some weeks in advance. Complete details including the meeting hall location in the town, landmarks to easily identify the meeting hall, the start time of the meeting and the lunch break and the end time. The meeting attendees also should be informed whether lunch will be served there. The meeting agenda should clearly mention the topics to be discussed and who is going to deliver the speech for that topic.

On the day of the meeting, the person responsible for making the arrangements should reach the meeting place well in advance. The person should be there at least an hour before the meeting starts. By reaching early, the concerned person can cross check whether all the arrangements are in place for the meeting to start on time. There should not be any last minute surprises.

While conducting the meeting, it is important for the participants to strictly adhere to the schedule mentioned. Speakers should not deviate too much from the topic of discussion and should talk only about the topic planned.

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