Issue Archive - IA Magazine

March 2019

Volume 116, No. 3

March 2019

High Worth, High Stakes

Heavy catastrophe seasons in recent years have hit the high net-worth personal lines market particularly hard. Here’s what you need to know to deliver the right insurance solutions to your affluent clients.

E&O Concerns When Serving the High Net-Worth Client

Dealing with high net-worth clients is not the same as dealing with your other clients.

Are Insurers Willing to Take the Risk on Cryptocurrency?

In December 2017, the value of bitcoin hit an all-time high of $20,000, making it the type of commodity owners need insured. But just a few months later, Tokyo-based exchange Coincheck reported a loss of around $534 million worth of coins to hackers.

The Seller's Dilemma: It's Not What You Think

If all you do is chase short-term deals and low-hanging fruit, you run the risk of filling your pipeline with too many unprofitable deals at heavy discounts. On the flipside, if all you do is chase the big deals that take a long time to close, you’ll go hungry too long and starve revenue-wise.

Forget the ROI—There Are More Important Things to Consider in Leadership

Fact: You’re not likely to get an immediate dollar-for-dollar return on human-centered leadership development.

Remote Start: Weighing the Pros and Cons of Remote Work

There’s no clear-cut answer to remote work. Some employees love it; others don’t. Some companies are ready for it; others aren’t. What’s not so debatable is that your agency needs to consider it.

Agency Profile: Successful to Significant

In 2017, when Charles McCollum took over Manry & Heston with partners David Cherry and Charlie Fister, he remembered a quote from University of Georgia football coach Kirby Smart. “He said, ‘I want to make the University of Georgia football team significant again,’” McCollumn says. “It’s the same thing with Manry & Heston."

Declaration of Independents: Christopher Cay

Warren Buffet says, “Price is what you pay, value is what you get”—and according to independent agent Christopher Cay, nowhere is that adage more pertinent than high net-worth personal lines.