Online Commercial Insurance Brokers Offer More Than Simply Business Insurance Price Comparisons

Consider a commercial insurance broker the next time you buy insurance online, until a recent resurgence of interest due to new online commercial products, they have not had a good Internet experience.

Brokers provide service, knowledge, quality products, claims help and advice as well as comparing insurance quotes, qualities that are rare or missing in the alternative self-service world of the online price comparison websites.

When direct personal lines cover became an acceptable method of selling and delivering insurance via the Internet, the soothsayers of business doom were crying the tolling of the death knell for the insurance broker as a profession. Even more so for the business insurance specialist intermediaries.

Commercial insurance was notoriously difficult to provide auto-quoting underwriting systems for and it was believed by the mandarins that commercial policies could not be sold online to an ignorant public.

It was imagined that all insurance business would be dealt with direct either by phone or online and the broker trade would decline.

What these people failed to realise at the time though, was that the broker business model, one based on comparing covers and tailoring policies to suit individual needs, was a time tried and trusted method that would re-emerge online as the peoples favourite method of buying insurance, albeit in a new bigger form of the price comparison site.

Commercial insurance price comparison websites were then predicted to replace the broker, as in effect they are providing the same comparative quotation service as the brokers but on a much larger scale.

Commercial Insurance Brokers realised that they were missing out unless they embraced the comparison site competition. Many of the larger and more Internet savvy brokers decided to take on the comparison sites and offer comparison websites of their own, often with great success.

They took their back office comparison systems and web-enabled them to provide a user-friendly interface. The larger commercial insurance sites now rival the big four price aggregators and many offer a wider range of covers.

With the ability to offer specialist products a broker has an advantage over a price comparison site, however many Specialist schemes from commercial insurance brokers can now be found on price comparison sites. You will often need to look deep and really research the market of quotes offered, to find them though.

Although many smaller brokers have signed up to the large price comparison websites, when you search for their products you are rarely shown these offerings. This is because many brokers have put tight underwriting criteria to the type of business they want from the comparisons site.

Often these restrictions mean that the price aggregator cannot quote their policy because of the restrictive terms imposed.

All online commercial comparison websites suffer from rigid acceptance rules defined by the underwriting company.

The fact that if for example, an office does not reach strict security requirements, then the office package comparison system is algorithmically instructed to decline the business.

Computer says No!

Consequently when the comparison sites quotes compared are returned to a prospective buyer, they are usually displayed in the order of cheapest first, showing those without any endorsements or cover restrictions.

Those smaller but maybe more relevant schemes that are maybe slightly more expensive or need some adjustments to the information entered to quote, are not getting a look in against the large insurers who can compete on price.

Many people, especially small businessmen on a tight fixed budget, mistakenly believe that the cheapest insurance is sufficient for their business needs.

This is particularly true of the sole-trader or self-employed tradesman who resents being told he must have public liability insurance to work on a building site for example.

His likely first port of call will be a search engine followed by a big brand price comparison site looking for the best deals.

Most commercial insurance brokers do not want this type of cheap liability business anyway, which is more trouble than it is worth if there is a claim.

They do want good bona-fide small business and registered companies for which they have the advantage over the price aggregators of offering not just specialist packed policies for shops,office, restaurants, pubs and commercial property but also a human face.

Today, more and more trade specific packaged policies are appearing on commercial insurance websites each month as bringing the product to market becomes easier.

Online brokers can offer telephone help, callback services, claims services, market knowledge and advice over price, human versus computer or simply just service. All things that are missing from the price comparison sites.

The new online commercial broker is taking back the initiative and levelling the playing field for the distribution of Insurance on the Internet.

On the whole the future looks rosy for the forward-looking broker who is willing to adapt and change from his Main Street outdated business practices and embrace the Web for all its potentiality.

On a cautionary note, many a local broker with traditional product offerings who does not adapt, will not be found by the general public and his market reach will always be local.

The Internet has allowed online commercial insurance brokers to introduce specialist risks and cover to the business market that would probably not previously been aware of the policies.

It has also spawned new risks itself such as cyber risks cover, professional indemnity and liability for consultants in every IT and online profession, and even commercial property insurance for web server farms.

The local broker is now international if he has the placement facilities.

Niche brokers with niche schemes are now providing these services to new global markets.

Five Reasons Why Sunny Nelson Is an Ideal Business Meeting Venue

If you’re looking to hold a business meeting or conference with international visitors or people from throughout New Zealand, you may be wondering where to find the right venue. Ideally you will be looking for a place that is accessible, meets your catering, size, and budget requirements, and suits the style of the occasion.

These days, many people are choosing a Nelson business meeting venue for its flexibility, quiet location, and range of function venue options. Nelson is situated at the top of the South Island of New Zealand, which is a great central location for both North and South Island delegates, and is easy to get to for international travellers.

Let’s take a better look at five reasons why the sunshine capital of New Zealand, Nelson, will make an ideal business meeting venue for you.

1. A range of venue sizes for a small meeting or a large function.

Whether you are looking to hold an intimate meeting with just a few important people, or a large seminar or conference for a wider audience, Nelson has a range of business function venues to suit you. Known for its hotels, historical buildings such as Broadgreen Historic House which was originally constructed in 1855, and award winning restaurants like Hopgoods and Boutereys, you can choose a venue to suit your style, budget, and size requirements.

2. Quiet, tranquil locations.

If you are holding a seminar, function or business meeting, you’ll know how important it is to have your audience or colleagues relaxed and focused. Having a comfortable Nelson business meeting venue in a tranquil rural setting means you are away from the hustle and bustle of the city, and you will have everyone’s full attention. If you prefer you could choose to spend time in one of the three national parks in the region – Kahurangi, Nelson Lakes and Abel Tasman.

3. Easily accessible.

If you have people coming to your meeting from all over New Zealand, Nelson is an easily accessible location for everyone. Avoiding the busier airports, your colleagues, guests or audience can simply fly in to Nelson airport from almost anywhere in New Zealand, and travel just a short distance to a nearby conference venue.

4. A choice of modern or historical venues to inspire any occasion.

Nelson is known for its history, but also for its artistic community. Many of the buildings feature beautiful, modern furnishings for a lavish affair, or select a more classic, historical building for serious business meetings.

5. Close to parking, restaurants and amenities.

In Nelson, you don’t have to worry about finding parking, rushing through busy traffic, or driving a long distance. Serviced by the fourth busiest airport in New Zealand, Nelson offers business meeting venues which are very close to the main city centre, hotels, restaurants, and cafes, so your conference or meeting attendees will spend minimal time in transit, and more time engaging with the topic at hand!

A Nelson business meeting venue will make sure your colleagues, clients or audience are well rested, comfortable and giving you their full attention. Have a look around for a venue that meets your specific style, size and budget requirements, and you’re sure to find the perfect fit!

Best Ever Prospecting Letters for Commercial Brokers

In commercial real estate brokerage the prospecting letter process really works. To be successful at it you need to plan the process and control your actions as you progress.

Why will the ‘letter’ process help your prospecting efforts today? Well, it’s because the letters are less inclined to be ‘binned’; that is of course if you plan them correctly and follow the rules.

Here are some facts in comparing letters to emails:

  • Prospecting emails are not very successful at all. Most of the people you send them to will delete the communication quickly. As a by-product of the process you must have their approval to communicate in that way, otherwise you will be breaking the laws on ‘spam’.
  • A letter is very professional as long as you do not ‘overdo it’. In commercial real estate the best letter is compiled on one single page. The contents should be contained in no more than 4 paragraphs. Sign the letter personally in blue ink. Ensure that your signature is legible and professional (don’t sign in a ‘scrawl’ as it sends the wrong message).
  • Create the correspondence to introduce your upcoming telephone call. Make the call a few days after the letter has been received. The prospect will be expecting your call and will be more inclined to take it.
  • Always put your business card in the envelope. Don’t put anything else in a prospecting letter. The object is to sell yourself and your upcoming telephone call. Don’t confuse the message with bulky brochures on other issues and property matters. Focus on the one thing that is important, and that is your upcoming telephone call.
  • Design the letter for the person you are writing to. In other words you should have separate letters covering sales, leasing, property management, and retail. Get away from the generic approach and be specific to a part of the industry. Sell your upcoming telephone call on that basis.
  • Get a reference book on ‘words that sell’ or ‘phrases that sell’. Add a few words from the books into your letter to increase readability.
  • Every good prospecting letter should have a great headline. You want the person to read the message. Perhaps the headline you use could reflect local property activity or changes. Understand the concerns of the market and match the letter to the focus of investors, property owners, or tenants as the case may be.
  • The letters should be sent every 60 to 90 days. As part of that process, follow-up as many of the letters that you can. It directly follows that you should not send out too many at once and thereby create a situation where you cannot make the calls.

This is a system of prospecting. The letters are part of the bigger picture. They do not replace cold calling, but they add to the momentum that you would have in other prospecting processes. Start using the system as a boost to your market share.

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