Agents Who Play It "Safe," Failing Their Clients

A letter to the editor I just sent to an insurance publication...



I am reviewing insurance for a client. The agent's renewal review for

last year includes a statement that they never recommend limits of

coverage.



Really?



What exactly is your job then? Are you a clerk for the insurance

companies? "Here is what we can offer. Buy what you want." It's the

big-box approach to insurance service! Why exactly do people buy

insurance from you?



This comes from the world of errors-and-omissions-loss-prevention, a

pervasive cult that insists that everything an agent does must foil

the perverse suit-happy public.



Take no risks - offer no advice, is the mantra.



Horse-hockey! Insurance buyers need informed advice and counsel. The

world of insurance is complicated and complex. It is the agent's job

to stand up and advise the client. Why else would they need you?



While you are at it - remove the stupid message from your voicemail.

"Coverage cannot be bound or amended using a voice mail system." Show

me one case where a customer successfully sued an agent because a

voicemail message included a coverage change, and I will donate $100

to the Red Cross in your name.



Pablum for the mindless insurance lemming.