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The Surety Bond Blog

02
Dec
2009

Bonding Companies Look To Increase Book of Business

First, let me offer a quick introduction. My name is Michael Weisbrot, a proprietor of JW Bond Consultants, Inc. and Vice-President of Marketing & Commercial Bond Programs.

About once a month I get a call from a bonding company department manager looking to discuss new ways to increase our agency’s book of business with them. With the recession, the calls have increased substantially.

I decided to write this blog post about my experiences, as it is often hard to see the forest through the trees. That old saying very much holds true when it comes to agency and bonding company relationships. In my opinion, those working on the carrier side often get stuck thinking too much inside the box (I am sure they would have a lot to say about what is wrong with agents, but they can post that on their blogs). Surely this is largely due to the conservative nature of suretyship, but times are changing and the way we do business must as well.

With that said, I would like to layout what I (from the agency side) see as sureties mistakes when trying to drum up new business:

1) Copying your competitors

Obviously it makes good business sense to try and emulate what is working for your strongest competitors. However, it isn’t always as simple as finding out what other bonding companies are doing and copying them. What incentive are you giving your agents by offering more of the same? Think of it this way, you are knocking on agency doors saying, “We want to give you the same thing you already have, at the same commissions. All you need to do is disrupt your clients by having them complete new agreements.”. In other words, from the agent’s perspective, they get an increased workload, no incentives and they will lessen their book with their other carriers (making the next commission tier farther away).

Should you copy another sureties program, be sure to offer an incentive to the agents strong enough to make moving a book of business worth their while (and their clients). Copying verbatim is a sure way to see lackluster results.

2) Fear of Innovation

To put it simply, it is the innovators that get the lion-share of prosperous programs. Take Western Surety’s Fast Track program for example. From what I hear, it is one of the most profitable portions of their book. A simple credit based contract bond program for small contractors up to $250,000 single/aggregate (currently).

To be perfectly honest, the creator, John Alkire, originally started the program with Contractor’s Bonding & Insurance Company (CBIC) at a $50,000 limit. He later joined Western and brought his ideas with him. Mr. Alkire had the wisdom to know when he brought the program from CBIC to Western he had to offer an incentive to his agents. Therefore, he increased the program limits by 50% to $75,000! This created a good incentive for agents to want to use Western rather than CBIC (see point 1).

About 10 years have passed and there have been numerous copycat programs with subtle differences. It seems that the copycats are now playing a game of catch-up to see if they can take a piece of the pie.

3) Risk Aversion

I understand this isn’t the best economy to be trying to convince carriers to take on more risk, but hear me out on this…Credit scores throughout the country are dropping like rocks and surety applicants are getting declined in higher numbers than ever before. The majority of carriers are continuing on with the same underwriting they have for years (if not stricter). Clearly, this results in a drop in premium revenue, which is when we agents get a phone call.

Fortunately, there are several sureties that saw the opportunity to write a very large book of commercial business that was being thrown out with the bath water. It doesn’t take long in the surety industry to realize that you can’t write these applicants without a much higher premium rate. How much higher? About 15x higher! The traditional commercial surety market rates are still around 10M, while a high risk commercial rate is around 150M.

I have heard a lot of proponents to such programs stating, “You can’t build the losses into the premium, you can’t charge enough.”. I’m not sure these skeptics know how high the rates are for high risk programs, but we have seen them successfully work for years, often beating out loss ratios of traditional surety. I think anyone would have a hard time arguing that someone with a 600 credit score is 15x more likely to cause a claim than someone with a 650 score (a common cut-off score for credit based programs). Let’s face it, credit scores can easily swing 50-100 points per month depending on how much credit an individual is currently making use of. In addition, I would also like to point out to the naysayers that while traditional suretyship underwriting is suppose to be done with 0% losses, it has not been done on a large scale to date. High risk programs are simply acknowledging that losses are always built in and adjusting accordingly.

I am not saying everything under the sun should be written, but it does seem logical to look at widening your underwriters viewing windows of what applicants should be considered.

4) Proprietary systems

It seems that every phone call I get from our sureties as of recent, their proprietary web based systems get brought up. They are all relatively the same with subtle differences. They all also have the same shortcomings:

  • Streamlined – Really? For who? They certainly don’t make less work for our agency. Keep in mind, we usually submit to 2-3 carriers that might be a good fit. That requires us to manually re-type the application 2-3x for each application.
  • Great for Mom & Pop – Larger agencies are not a good fit, as we see upwards of 100 new applications per day. Hiring additional staff to make our sureties lives easier doesn’t sound like a good business plan for our agency.
  • Confusion – With each system being slightly different, it would require that our agents learn the ins and outs of each. We currently have about 16 carriers.
  • Assumptions – Would you believe that several surety systems automatically book a bond upon quoting it? Perhaps we have a better rate with another market, or perhaps the client goes with another agency. This would create an accounting nightmare for both sides.
  • Errors – While most systems have their kinks worked out, you would be amazed at some of the problems. Not too long ago, we had a major carrier tell us, “Don’t apply for _______ bonds in the system. It will approve them when it shouldn’t.”.

So what should sureties do for medium to large agencies? Give us detailed agency authority guidelines. Larger agencies understand the surety business well enough to know what should and should not be written. Our agency thrives on authority. It allows us to quote clients with greater speed, which we find to be vital to our agency’s success. In fact, nearly all the business we write is now through agent’s authority.

5) Old Habits Are Hard To Break

It’s funny to see the difference a couple of years make. Not too long ago, most of our carriers scoffed at applications coming in the from the Internet. We were told countless times that they are more likely to be fraudulent and there was an increased risk of claims. One carrier told us, “Don’t send us Internet business, it’s garbage.”.

I am happy to say that they were flat out wrong. Loss numbers are right in line with paper applications. As for the carrier that told us Internet business was “garbage”, in a recent meeting they told us, “We now accept Internet business and see it as the future of the industry.”.

Fraud is actually easier to track. With today’s technology, we can stamp each application with the location it was completed.

Our agency is focused heavily on IT, in fact we are offering free agency automation software to the industry in 2010 called Surety Bond Pro Tools. We have put a great deal of resources towards the project, which has been several years in the making.

So what am I getting at? Don’t be afraid of change. Ultimately, technology will win out and be implemented. Once again the companies at the forefront will be the biggest winners.

In Conclusion…

So what do all of these suggestions have in common? Offer something different!

If you are going to copy others’ successful programs, then make sure you vary it enough to stand out.

Don’t be afraid of creating a new program. Do your research to give yourself the best chances of success, but don’t put a good idea to rest that can truly be a game changer.

Don’t be too risk averse, doing so could keep you from large profitable portions of the marketplace. You’re an actuary, so do the research and find out what needs to be done to write the business.

Remember, automating the surety side doesn’t necessarily mean the agency side will run more efficiently.

I always have an open ear to any surety that is willing to be creative and offer something new to the surety marketplace. If you want to discuss further, please feel free to contact me to discuss. Should you want to discuss opportunities for Surety Bond Pro Tools, you can do so using the contact pages on either site. Our surety sponsor list is getting filled quick, so doesn’t hesitate, as we are offering exclusivity to sureties willing to meet certain terms for our agencies using the software.

Thanks for reading my perspective. Please add yours in the comments below!

-Michael Weisbrot

Comments (14)

Category: Commercial Bonds, Contract Bonds

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14 Responses

  1. Thanks Bryan!

    What was written is similar to what we tell our sureties when they come out to visit us.
    Some listen and we rapidly increase our book with them, others come back in 6-12 months for the same conversation, asking again what they can do to get more business from us.

  2. Thanks Bryan!

    What was written is similar to what we tell our sureties when they come out to visit us.
    Some listen and we rapidly increase our book with them, others come back in 6-12 months for the same conversation, asking again what they can do to get more business from us.

  3. We encounter this monthly as surety reps make their rounds to our agency. Some are more receptive than others, but like almost everything associated with the surety buisness, premium volume drives most of the success in getting an underwriter to think innovation first, not declination. I agree wholeheartedly with Michael's sentiments. The affects of the Great Recession and "jobless" recovery will not really be seen until 2010 and surety's better start facing reality!

  4. Thanks for the input Jim! You are dead on when it comes to premium dollars persuading innovation. We are finding it easier every year to get our bonding companies to listen to our ideas as our book grows.

    However, even the almighty dollar can't persuade some from getting outside of their normal train of thought. We actually had problems replacing nearly $1MM in commercial premium (due to a surety closing) from a specialty bulk program. The loss ratios beat the fully underwritten books that most had, but many sureties didn't like the fact the underwriting was based on credit reports only (not just score, but multiple factors that we researched). Eventually we found a home for the current bonds in place, but even that surety was not willing to write new bonds under the same guidelines! The program ran for 5-6 years and the surety that picked up the book last year has not seen a claim to date.

    What amazes me most about that experience was not only did we have the numbers to prove it worked, but that most sureties are now doing credit report based approvals via their proprietary web systems. You've got to love our quirky industry!

  5. Mike you are 100% correct. All of my markets are asking both directly and indirectly for new business. However, they do not want to offer an alternative solution. As you do I truely value the relationship I have with each and every market and don’t want to change sureties just to change. However, if they are truely interested in writing new business they will have to become more creative.

  6. It all boils down to common sense. If a risk makes sense try to find a way to get to a yes even if all the "boxes" cannot be checked. Thats the way we try to approach the business.

    Steve James
    Amercian Safety Insurance

  7. Yes Bryan. Definately a "must read" for the underwriting side and for John Alkire who has successfuly led the smaller contract bond needs industry into a new arena. Iimitation is the sincerest form of flattery.

    All to often I feel I'm hitting my head on the wall communicating inconsistancies within the market, sometimes within the same surety's policies. Call me an optimist but this latest twist on the market seems to have put more power into the consumer. Sureties do seem more interested in competing, at least for the moment. They have less to do, so our clients are also benefitting by a faster turnaround on their needs. Maybe with their calendars less clogged they have time to calculate the value of stepping outside of old school formulas and boxes (where appropriate) and, as you suggest and I encourage, innovate!

    Blake Pfister – BOND CONNECTION – Dana Point, California

    1. Hi Blake, thanks for joining us. I agree, when it comes to many of the larger markets, the left hand doesn't know what the right is doing. We often see big inconsistencies from branch to branch.

      I think underwriting differences from branch to branch have always been around in great numbers (perhaps even more in the past), but are getting exposed more frequently due to the Internet. I would venture to guess they will decrease as more the carriers begin to rely more and more on their IT systems to better organize.

  8. Thanks for joining us Steve. I was waiting for someone on the surety side to chime in! Welcome to the lions den of agents, hah!

    I don't know much about American Safety Insurance. Has there been any efforts there to try and underwrite portions of the market you wouldn't have touched prior the recession?

    1. We have not changed our approach to the market since the recession. We are a contract surety only, so contractor financial results dictate a lot of what we do. We deal with environmental contractors and small contractors from producers we trust. We worked closely with them before the recession and that has not changed. We are not open to every agent with a license and that gives us comfort in who we are dealing with and that they are looking out for us on the small contractor side. On the environmental side we only deal with very well qualified accounts.

      1. While sureties like Western Surety have their place in our agency, we always look kindly upon sureties that don't appoint everyone under the sun. We have several markets that are more restricted and I would say we have a very close relationship with each one of them as a result.

        It sounds like there is no reason for you to get more aggressive at this time. If what you are doing is working, stick with it! It is always harder to justify stretching for a contract account. The high risk programs work well on the commercial side, but I would suspect they would fail miserably when it comes to contract.

        Thanks for all of your input Steve!

  9. Mike,
    I was on LinkedIn and saw that you had this blog. I actually, just last week, wrote a newsletter to surety agents discussing some of the very things you discussed here. I did not give nearly as much detail as you did (don't want to scare people when they open it and see a novel), but I feel it's a good read.
    You bring up very good points about surety carriers wanting more business. If they want it, they need to earn it!

    http://archive.constantcontact.com/fs077/11023020

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