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Broker Strategy
When should a broker challenge a client?
Every broker faces it sooner or later: when do you tell a client they’re wrong? At the RIMS Canada Conference, risk managers from the GTAA and Brookfield, and Willis Canada’s Grant Williamson, discussed when brokers should push back and why many hold back. Plus, why candour has to go both ways, and how the lesson scales down to smaller accounts.
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The drip towards direct: How brokers can stay visible
Wawanesa is the latest broker-first insurer to explore direct sales. At the IBAO conference, executives from Wawanesa, Intact and Definity discussed changing consumer habits and why the shift to direct remains a slow drip. Plus, the advantages brokers already hold, and how to make sure prospective clients find your brokerage when they turn to search engines and AI tools to research insurance.
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MGA Q&A
WSI, A Wawanesa Company
Renato Rodrigues, President
More capacity, more solutions: WSI outlines its plans for brokers
Q1What changed when WSI launched under Wawanesa?
On day one, we could go to market as we did before, but with coverage enhancements, more capacity, better terms, and fewer exclusions. We have the local authority to handle claims and develop products and solutions tailored to Canadian needs. As of October 1, we now offer insurance for the mining industry.
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APRIL Canada
Sophie-Gabrielle Martin
The Contractor Risk Brokers Are Missing.
Q1What’s
one class of business brokers are routinely missing?
Commercial vehicles used by service contractors are an often-overlooked opportunity. Electricians, plumbers, HVAC technicians, and other tradespeople rely on their vehicles every day. Yet these risks can be overlooked when brokers focus on a contractor’s general liability coverage without fully reviewing how their vehicles are used.
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