CONTENTS
FEATURES 6 | The Weekend Warrior Coverage is changing for the weekend athlete 10 | Risk Management Where does it fit when growing the commercial component of a policy? 12 | P&C Demutualization: Hurry up and wait It’s been on the federal agenda since 2011 – will 2014 be the year? 16 | An old-growth product takes root Canada’s traditional forest industry insurers have reason to smile 20 | Decoding cyber risk Just what is cyber risk and how can brokers profit? 23 | What cyber risk products do your clients need? What clients are looking for in a cyber insurance product 24 | Insure as you drive Telematics is revolutionizing the fleet insurance industry 28 | Staffing for the long haul It isn’t about finding the right people – it is about keeping them
INSIGHT 4 | You can’t talk to a website Brokers should take advantage of the personal touch 5 | The gender gap Can we learn from the EU’s non-gender insurance standards?
issue
1.2
Elite Brokers Canada’s
TOP 30
COVER STORY
Elite Top 30 Canada’s best brokers strut their stuff on the national stage
32-40 41 | A rising star in the broker channel The million-dollar man
44 | Shred those old habits Some frank advice to brokers who are reluctant to relinquish their paper empires 45 | Time management Your time management may well be contributing to a productivity downfall
34 | Just what makes an Elite Broker? 35 | And the winner is …
38 | Keeping up with the Joneses 39 | Rounding up the Top 5
59 | Statistics Who is filling the ranks as baby boomers leave the industry? 60 | Why can’t you get underwriting? Don’t hit that underwriting brick wall again – write it right the first time
REGULARS 51 | Events
48 | An incorrect truth It isn’t what’s true, it is what the client understands to be true 52 | Sales slip-ups Avoid these missteps to boost sales and energize your business 56 | Client communication Old school communication still plays a key role in connecting with customers
62 | Favourite Things 64 | Expert Advice The ingredients to making an Elite Broker
DECEMBER 2013 | 1
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