Chris Burand
Reading Recommendations
• "The Uncaptive Agent" by Tony Caldwell. This book is mostly geared toward people starting agencies from scratch or coming from a...
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Chris Burand
- Sep 2, 2020
- 3 min
Parallel Lines
"In our world, parallel lines do not meet and you can't turn an orange wrong side out." --Joseph Krutch Yet, I see carrier management and...
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Chris Burand
- Aug 4, 2020
- 2 min
Another Reason E&O Audits are Good for Your Agency
Reason #465: If something goes wrong, i.e., an E&O claim occurs, and depositions/testimony is required, what will you and your staff say?...
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Chris Burand
- Jul 30, 2020
- 5 min
Professional insurance agencies had better explain their value...
Or else better marketers will convince consumers they are more ethical than you. A recent story caught my attention and ire. The story...
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Chris Burand
- Jun 24, 2020
- 5 min
Distribution Consolidation and Agency Networks
Given the voluminous agency consolidation (sales to larger distributors) and aggregation (combining volumes in networks or clustering),...
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Chris Burand
- Jun 18, 2020
- 4 min
What to do if your favorite carrier is sold to your least favorite carrier
You walk into your office to read your email and find an over joyous message stating that your very favorite carrier is excited to...
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Chris Burand
- Jun 10, 2020
- 3 min
Analytics are Improving Carrier Success
I encourage agency personnel to read SwissRe's 4-2019 Sigma white paper regarding how analytics are being used and the ROI for carriers....
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Chris Burand
- May 20, 2020
- 5 min
Agency Financial Management
I perform many agency valuations each year. Virtually every new client who requests a valuation tells me they have good data. They advise...
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Chris Burand
- Apr 30, 2020
- 3 min
E&O and COVID-19 Claims
While some law firms are laying off and partners are taking pay cuts, two kinds of law firms seem to be reviewing summer boat catalogues:...
140
Chris Burand
- Apr 2, 2020
- 5 min
Is your business plan based on luck?
Most insurance is sold poorly. That is not a judgment or an opinion. It is a provable fact and based on all the E&O audits I've completed...
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Chris Burand
- Mar 26, 2020
- 5 min
Succession Leadership
If you are taking over leadership in an agency or brokerage, it is important to know and not be afraid of taking the following necessary...
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Chris Burand
- Mar 10, 2020
- 6 min
Carrier Financial Status and Statements
I study insurance carrier financials in detail all the time and have even built my own database. I consult with agents, brokers,...
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Chris Burand
- Mar 10, 2020
- 5 min
Requests for Possibly Illegal Actions: What do you DO?
Every agency receives requests for questionable actions from its clients and their advisors, banks and sometimes even governmental...
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Chris Burand
- Feb 20, 2020
- 3 min
What is an agency worth?
What is an agency worth if it cannot even figure out its own revenue? That may seem like a silly or even stupid question. After all, who...
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Chris Burand
- Dec 11, 2019
- 4 min
An Archeological Dig Discovers the Reason Independent Agents Ultimately Failed
Archeologists from the University of YaYa Positive Thinking announced they have discovered why the robust insurance distribution system...
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Chris Burand
- Dec 10, 2019
- 5 min
Insurance Carriers: Are you hostage to a top distributor?
Is your insurance company held hostage to distributors that cause problems or fail to perform but represent too much of your premiums? Do...
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Chris Burand
- Dec 4, 2019
- 4 min
How to Increase your E&O Exposures
Increase Sales! Absolutely, each and every sale will increase an agency’s E&O exposures. No question exists about this fact. The more...
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Chris Burand
- Nov 14, 2019
- 5 min
Is DIY worth it?
Over the last four weeks, I've had a series of interesting experiences involving larger and otherwise more sophisticated agency leaders...
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Chris Burand
- Nov 6, 2019
- 3 min
Being Conned
Who is most susceptible to being conned? Several studies, summarized in "The Confidence Game," make the point that people who are more...
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