Prepare Clients for a Safe Halloween

Halloween – un’occasione “assicurativa” per parlare di prevenzione e sicurezza :l’esempio made in Usa.

Halloween is just around the corner, and many consumers may not realize how scary this eerie night might really be for their personal safety, their property…or their wallets. Independent agents can help families better prepare for Halloween hazards that may come in disguise or under the cloak of dark.

To help families and businesses protect themselves against scary Halloween risks, agents can offer the following safety tips endorsed by Trusted Choice®, the consumer branding program for independent insurance agents and brokers:

Prevent Accidents: Remove or move lawn furniture, or any other obstacles, to avoid accidents or damage. Ensure your home’s entry is in good condition, free of loose or broken pieces on stairwells and walkways to avoid trick-or-treaters’ injuries on your property.

Fire Dangers: Prevent fires by making sure pumpkins containing candles are placed at a distance where a child’s costume cannot be ignited or a curious guest may tip it over. Extinguish all candles before going to bed. Consider using battery operated lights wherever possible. A variety of Jack-O-Lantern lights are available at most stores that sell Halloween decor.

Costume Safety: Be careful with costumes. All disguises should be made from flame-resistant materials and shouldn’t be too long or contain sharp accessories. Try to avoid masks that may obscure vision and try to use hypo-allergenic make-up.

See and Be Seen: Encourage each trick-or-treater and adult chaperones to carry a flashlight. Apply light-reflecting material to costumes.

Don’t be a Scary Driver: Drive sober, slowly and even more carefully than usual on Halloween. Watch for children who may be running or wearing dark costumes in the road.

Power in Numbers: When walking, travel in groups and cross only at corners and crosswalks—never between parked cars—and stay on well-lit streets.

Unwelcomed Guests: Scare away potential property vandals who often use the chaos of Halloween night to strike by keeping outdoor lights on.

Pet Safety: Keep pets inside. Warn your children to stay away from animals as they go door-to-door. Halloween night can be stressful, even on the friendliest dog or cat or other creatures.

Candy Inspection: Cavities aren’t the only candy-related risks on Halloween. Inspect all children’s treats. Never eat unwrapped items, collect candy only from those you know and ask the local police department if it offers a candy x-ray and/or inspection service. Throw away any suspicious candy.

from “IA Magazine”



One of the toughest tasks for any agency manager is determining how much work a staff person should be able to handle. Workloads in either extreme can lead to frustration and lost productivity. Unfortunately, there are no easy answers but, in this article, our agency management gurus take a stab at some of the factors that should be considered and “on average” what some of the numbers may look like.
Recently, we received the following question that has perplexed agency owners and managers for years: “Do you have any statistics as to the volume (policies and premiums) that a CSR (commercial and personal) can handle and still do an efficient job?”
This is similar to questions like, “How much is my agency worth?” and “How much should I pay my producers?” The answer is: It depends. How automated is the agency? Do you use transactional filing? What is your business mix? How experienced is the CSR? Does the CSR handle claims? Is the CSR responsible for any inside sales? And the list goes on. There are no simple answers, but our agency management gurus take a stab at the issues below.
Faculty Response…
There is no doubt that you will get info from all over the map on this one. Here’s my take based on the following criteria (which, unfortunately in some cases, are typical of many agencies):

* Automated agency.
* Transactional filing.
* 90% standard business.
* No service center involvement.
* Upload/download data with carriers (particularly PL).
* 3 to 5 years experience for CSR.
* Separate claims department.
* Little or no sales accountabilities other than the normal “round if you can.”

Personal Lines
The CSR should be able to handle $100,000 to $125,000 of commission income to the agency. This normally equates to 950 to 1200 accounts…not policies, but accounts. We are figuring, on a national average, that there are approximately 1.7 policies per account.
Commercial Lines
The CSR should be able to handle $200,000 to $300,000 in commission to the agency. This amount can go as high as $500,000 depending on the makeup of accounts.

Small commercial accounts are usually targeted at $10,000 of premium and less. We see the average agency CSR handling about $125,000 to $150,000 of commission income for these accounts.
Mid-sized usually over $10,000 of premium and under $100,000. The average agency CSR is handling $200,000 or more of commission to the agency.
Large/Jumbo accounts…these range in premium of $100,000 to ???
The CSR can handle $300,000 or more depending on how many accounts are involved.

I have one agency client with a very experienced CSR handling $600,000 of commission income with only THREE accounts. Hard to tell what or how these can distort the averages.
Faculty Response…
Without being facetious, but as you put it, “It depends on……..” In personal lines, the answer can vary from $75,000-$300,000. In commercial lines, the answer can vary from $100,000 to $500,000.
Faculty Response…
Much depends on the automation level, job functions, etc. In fully automated agencies (no need for paper files in daily transactions) we can get up to 500 customers/CSR in commercial lines and up to 1,500 customers/CSR in personal lines. This assumes that the CSR is responsible for front-end work (customer generated contacts) with an administrative assistant responsible for back-end work (checking policies, etc).
Faculty Response…
It depends on the size of the accounts, the quality of the information provided by producers, the agency’s procedures and automation status, the source of new business, and the agency’s hit ratio on new business (and of course, the amount of new business quoted). These factors cause the range to be so large and any average without qualification is all but useless. In personal lines, the commission volume can range from $50,000 to $400,000. In commercial, the range can be from $50,000 to $500,000. Many CSRs with $100,000 commission books work much harder than CSRs working $300,000 books.

If the agency wants a definitive answer, I strongly suggest they complete an Agency Operations Analysis.

(from IA Magazine 9/2011)

polizze vita

Budget Pensioni più lontane? Meglio allargare il paracadute

Welfare fai-da-te Le soluzioni per proteggere i propri familiari in caso di incidenti o malattia

Si resterà al lavoro più a lungo, correndo rischi maggiori I costi, i pro e i contro, della polizza temporanea caso morte


S i lavorerà per più tempo, perché la pensione è destinata a slittare, anche ben oltre gli attuali 65 anni. Di conseguenza anche il paracadute dell’ assicurazione vita dovrà essere tenuto aperto più a lungo. Per proteggere le persone care. E lasciare loro un capitale in caso di incidenti gravi. Ma quali sono le soluzioni offerte sul mercato? E quanto costano? Anche in questo caso, come avviene per le pensioni di scorta, pensarci in anticipo fa risparmiare perché all’ aumentare dell’ età crescono anche i premi richiesti dalle compagnie. Con una spesa che può salire anche del 50%. Le soluzioni Il prodotto più adatto sono le polizze vita chiamate «assicurazione temporanea caso morte a capitale costante». Questa formula garantisce agli eredi un capitale nel caso di decesso dell’ assicurato per ogni causa (infortunio o malattia) avvenuto durante il periodo di durata del contratto, che di norma non supera i 25 anni e riguarda persone di età non superiore a 80 anni. E’ una scommessa sulla vita, considerando che questo tipo di polizza, alla scadenza del contratto, se l’ assicurato è in vita, non da diritto ad alcuna liquidazione del capitale. Per chi stipula una polizza senza visita medica, le compagnie accettano che sia l’ assicurato stesso a compilare un questionario anamnestico o una «dichiarazione di buona salute» : in questo modo la copertura «caso morte» decorre dalle ore 24 per gli infortuni (traumi) o le malattie infettive , mentre per le altre cause di morte ( esempio un infarto o un tumore..) devono essere trascorsi almeno 6 mesi. Per non avere questa limitazione, e comunque per tutti coloro che sottoscrivono la polizza sopra i 60 anni o per importi rilevanti, è necessario sottoporsi a visita medica o a esami sanitari. Con l’ aumentare dell’ età di sottoscrizione la polizza vita diventa più cara e si corre anche il rischio di non poterla sottoscrivere se non si gode di buona salute. I conti Nella tabella sono riportati i costi indicativi da sostenere per proteggere i propri cari fino a 70/80 anni. Ai chi fissa l’ obiettivo a 70 anni, ecco che il costo annuo della polizza vita con 100.000 euro di somma assicurata, va dai 748 euro per un 45enne (meno di due euro al giorno per un costo complessivo di 18.700 euro in 25 anni) ai 940 di un 50enne (18.800 in totale per un impegno di 20 anni) ai 1.199 del 55enne (esborso complessivo 17.985 in 15 anni), ai 1.544 di un 60enne (15.544 euro in dieci anni) fino i 1.969 di un 65enne che li versa per un quinquennio. Più salato il costo complessivo per chi vuole assicurare la propria vita fino agli 80 anni: 2.590 euro l’ anno per il 60enne (con costo complessivo, alla fine dei 20 anni, se in vita, di 51.800 euro), ai 4.325 per il 70enne, con un costo complessivo di 43.325 euro. Rate più leggere per le donne, statisticamente più longeve dei maschi: riescono a spuntare a parità di età, anche premi di polizza più bassi del 50%. Queste polizze vita hanno mantenuto l’ agevolazione fiscale della detrazione fiscale pari al 19% del premio, con un massimo di 1.291,14 euro. Si consiglia di verificare che un’ analoga polizza sulla vita non sia in essere con la propria banca, ad esempio perché collegata ad un mutuo. Si può così cercare di massimizzare la detrazione fiscale e confrontare i costi per capire meglio la convenienza. RIPRODUZIONE RISERVATA

Golinucci Paolo

Pagina 29
(10 ottobre 2011) – Corriere Economia