The advisory relationship
Client loyalty is built on relationships, but it can be destroyed by an uncovered loss. Agents who take on an advisory role set the tone by reviewing the client’s insurance needs thoroughly and in writing. A coverage checklist or questionnaire helps the agent understand the client’s business and its exposure to loss. Coverage accepted or rejected is best documented in writing, which is a powerful record if a dispute arises. Often a client would rather buy the coverage than sign a rejection.
The review should be revisited periodically, typically at renewal.
Shortcuts that backfire
Too many agents cut corners. Depending on the relationship, merely sending a renewal policy with a cover letter asking the client to suggest updates may breach the duty the agent assumed, and the commission earned on that renewal can look very different in court.
Reviews before a loss
Beyond litigation, Mr. Sapourn reviews coverage documents for businesses that want to know their program will respond when it matters. Small differences in policy wording, even the arrangement of words in a sentence, can decide a claim.
Mr. Sapourn is retained by both plaintiff and defense counsel for case analysis, opinion reports, affidavits, depositions and trial testimony. Request his CV and Rule 26 disclosure through the contact form.