Chris Laniauskas

Vice President
Cavanah Associates, Inc.
Honolulu

How did you get started at your agency?

I met my current partner, Jim Cavanah, from going to high school with his son. When I was in college at the University of Southern California and needed an internship one summer, Jim said, “Why don’t you come work for us?”

I started as an intern working the receptionist desk—that was 15 years ago. After I graduated, I liked it so much, I got licensed and started the next week.

Why BOPs?

There’s a large small business presence in Hawaii. As an agency, we have to mirror that, and the perfect product for small business owners really is the BOP. If a risk fits the guidelines assigned by the carrier, the ability to offer liability and property coverage in one policy along with a lot of bells and whistles like EPLI and cyber makes the BOP the obvious, natural fit.

Biggest BOP changes?

Given our geographical location and market size, many carriers that presently offer BOPs on the mainland don’t necessarily offer them here in Hawaii. When I started, there were literally only one or two BOP products available here, total. Now, all you need is the internet to log in to an online portal and you have yourself a quote in less than 10 minutes. Throughout the years, more carriers have started offering BOPs here in Hawaii.

Biggest BOP challenges?

A lot of people who are looking for BOPs are sometimes first-time business owners and first-time commercial insurance buyers. As an agent, you’ve got to spend a good amount of time explaining policy details to ensure the customers understand what they’re purchasing. You’ve got to be able to ask the right questions to ascertain whether a BOP will fit them or not, as well as identify other coverages they may need that a BOP may not provide.

Future of BOP?

More and more technological advancements should make BOP systems easier to use for agents—for example, if the risk doesn’t meet the carrier guidelines, it won’t allow the system to quote. From what I hear, this is relatively available on the mainland already. We’re just waiting for it out here.

BOP advice for a fellow agent?

Do your research, know your carrier guidelines and know your forms. BOPs are assembly line-type products, so you can give a quote to a client whose business doesn’t meet the carrier guidelines. It’s important to ask the right questions to make sure the risk does qualify. Furthermore, while BOPs offer bells and whistles like EPLI and cyber sublimits, they can sometimes not be as comprehensive as a standalone policy.

Favorite BOP success story?

Hearing the relief and satisfaction in a customer’s voice, knowing you’ve sold them a policy that offers comprehensive coverage in a seamless process—that’s a satisfying feeling.

Will Jones is IA assistant editor.