دانلود کتاب Selling More Insurance Via Coverage Gap Analysis: An Approach That Will Revolutionize Your Production!

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Title Page\nCopyright Page\nTable of Contents\nFOREWORD\nCHAPTER 1. INTRODUCTION\n What are some of the benefits?\n Broker of Record Letters vs. Quoting.\n Situations Where You Might Quote.\n FAQ’s\n Want To Grow Your Book of Business Faster?\nCHAPTER 2. WHY THIS BOOK?\n Objective of This Book\n Wait a minute, what do you mean by an “embarrassing position?”\n Who is it for?\n Why is it needed?\n The dirty little secret of the insurance industry\n Why would a fellow insurance producer write a book like this?\nCHAPTER 3. SOME BACKGROUND\n Advice from a retired insurance broker\n The first account I ever wrote\n The ensuing 25 years—A remarkable discovery!\n What is the true cost of an insurance policy?\n Want To Grow Your Book of Business Faster?\nCHAPTER 4. WHAT IS COVERAGE GAP ANALYSIS?\n First, what it isn’t.\n So what is it?\n Is it hard to learn?\n Consultative Selling\nCHAPTER 5. THE ADVANATAGES OF SELLING VIA COVERAGE GAP ANALYSIS\n A great differentiator\n Gets you out of the quoting “rat race.”\n Increased hit ratio\n A powerful broker of record tool\n A tremendous time saver and money maker\n Leads to more referrals\n But wait, there’s more!\n Insulates your renewals / Increased renewal retention\n Broadens your prospect base\n Blindside your competition\n Equips the new producer to excel!\n Lends itself to team selling.\n It’s just more fun!\n Want To Grow Your Book of Business Faster?\nCHAPTER 6. SO HOW DO YOU APPLY THIS APPROACH IN THE “REAL WORLD”?\n Explaining how you work\n The 3 meeting approach\n Several observations are in order\n More detail please!\n An alternative way to set up the closing meeting\n When and how to ask for the Broker of Record Letter\n Time for some soul searching\n Stand Out From The Competition, Become The Obvious Choice & Grow Your Book Of Business Faster!\nCHAPTER 7. ADDITIONAL CONSIDERATIONS\n Some people won’t care\n Don’t make them feel stupid!\n Don’t make the middle manager look bad\n Presenting to the right person\n To leave or not to leave…\nCHAPTER 8. THE PROTEGO RISK ASSESSMENT\n But wait, there’s more!\n Stand Out From The Competition, Become The Obvious Choice & Grow Your Book Of Business Faster!\nCHAPTER 9. THE TOP 10 COVERAGE GAPS\n Yeah, but how serious are these, and what’s it cost to fix them?\n Cascading Coverage Gaps: Multiple Simultaneous Gaps Triggered by One Event, and Why Do You Have Those Asterisks In The Above Table?\n The nightmare scenario\n Stand Out From The Competition, Become The Obvious Choice & Grow Your Book Of Business Faster!\nCHAPTER 10. DETAILED DISCUSSION OF EACH POTENTIAL GAP OR DEFICIENCY\n Top 10 Coverage Gap #1: Incomplete or Inaccurate Named Insured\n Named Insureds: What Could Possibly Go Wrong?\n Top 10 Coverage Gap #2: Coinsurance Penalty Exposure\n Top 10 Coverage Gap #3: Inadequate or Non-Existent Business Income Coverage\n Top 10 Coverage Gap # 4: Non-Existent Equipment Breakdown Coverage\n Top 10 Coverage Gap #5: Inadequate or Missing Improvements & Betterments Coverage\n Top 10 Coverage Gap #6: Insufficient Fire Legal Liability Coverage\n Top 10 Coverage Gap #7: Missing Employee Dishonesty Coverage\n Top 10 Coverage Gap #8: No Employee Benefits Liability Coverage\n Top 10 Coverage Gap #9: Missing EPLI Coverage\n Top 10 Coverage Gap #10: No Fiduciary Liability Coverage\n Bonus Gap #1: No or Inadequate Property in Transit Coverage\n Bonus Gap #2: No Non-Owned & Hired Auto Liability Coverage\n Bonus Gap #3: No DOC Coverage\nCHAPTER 11. FINAL THOUGHTS\nAPPENDIX A: Our Process Exhibit\nAPPENDIX B: Resources & Useful Links