Jenn Enge - ASW Notes Spring 2025 Meeting Notes

• PIIB:

  Year-to-date new business growth is at $71.9$.

• New business is at $37,069$, indicating growth potential.

• Associated Insurance Brokers:

  • Fastest growing with a decent-sized book.

  • Book is about $90,816$.

  • Two-year plus year-to-date loss ratio is $121.6$, raising concerns about the quality of written business.

  • Need to understand what they are submitting and provide guidance on desired business types.

• Potential review of PIIB sub business

• Associated is one of the five that have a state auto book migrated over, which is PIIB.

• New Business Mix and Strategy:

  • Approximately $63\%$ from specialty and workers' comp, which is considered decent.

  • Inland Marine Farms/Comp makes up almost $60\%$.

  • Desire to grow comp more and reduce auto business.

  • Discouraging auto business whenever possible.

• Risk Score:

  • $28\%$ or so in risk score one, with a desire to increase to a third.

  • Want to reduce risk score fours and fives.

  • High risk scores often come from adding auto lines to existing packages.

  • System may view it as a monoline opportunity when it is actually rounding out accounts.

• Agents adding auto lines to existing GL or package policies because they have no other placement options.

• A third of auto new business is from one Goosehead account with no reason to decline it.

• Underwriters will consult with managers and TMs for risk score four and five submissions.

• Process in place to ask agents to take business elsewhere if needed.

• State leaders to discuss this process on the next call.

• Risk scores one and two are both favorable; writing in rest of state and comp can increase these scores.

• Focus is on comp and inland marine.

• Agent Mix:

  • $75\%$ of business is from top and core agents.

  • Desire to increase business from top agents.

• Territory Mix:

  • Agencies throughout the state, including Southern California and LA area.

  • Business in the LA area is at target but needs to be reduced if possible.

  • Overall, the balance is considered fabulous with good risk spread across the state.

• Regularly reviewing the risk score report for opportunities.

• Working with Alan on the PIIB subs to increase workers' comp business and screen submissions.

• Promoting instant incentives and using MDF to increase the percentage of new business from top agents.

• Considering small gift card incentives for strong producers over a limited time (four to six weeks).

• Goal to increase new business percentage in workers' comp.

• Using the lost renewals report for work comp to spark conversations and identify opportunities.

• New business tiered bonus as a tactic for agents, especially with workers' comp, with TMs emphasizing the exclusivity of the selection.

• Targets for the tiered bonus are reasonable and obtainable.

• Achieving plan is at $65.6\%$ year to date.

• Farm and inland marine percentage of business is at $49.5\%$ year to date.

• Risk scores one and two contribute to $40.3\%$ of the business.

• Territory Composition:

  • Primarily subs; Inszone is one of the master codes, tag-teamed by Max and Jen.

  • In-person training scheduled with Inszone with approximately 30 attendants in their headquarters.

  • Out of Inszone subs: Eight are core, one is new, and one is in a profit action plan.

  • Continue promoting comp and inland marine growth with current incentives and MDF.

  • Need to address shrinkage within Inszone and empower leadership to work with subs.

  • SAA has dwindled, with only two subs remaining: Toste Insurance and Bay Shield.

  • Toste has potential; Bayshield experienced a shock loss against a small book.

  • SAA members want to grow with Liberty in specialty lines despite past issues with BOP.

  • Inszone is a secondary responsibility for Jen, relationship-managed by others on the personal line side.

  • Leverage relationships with Chris, Kathleen, and NAM to support Jen and Max.

  • Linel is meeting with Kathleen for deep dives to build the relationship.

    
    Actions and Strategies:

  • Been leveraging interactions with Inszone through sponsorships and events.
    Suggestions and Improvements:

  • Conduct internal group meetings between TMs, underwriters, etc., similar to key agency strategy sessions.
    Profitability Focus:

  • While not growing, Inszone Temecula's year-to-date is at $28.6\%$ and their two-year is at $47.2\%$, focusing on profitability.
    Engaged Agents:

  • Toste (part of SAA): High-potential, vocal, and desires to grow specialty lines.

  • 3S: Small PIIB agent, a big fan of Liberty, potential for comp, considering moving to top.

  • Adobe Insurance Brokers (part of PIIB): Part of workers' comp tiered bonus incentive, with a goal to write at least $50k$ in comp.

  • Maven Risk Management: Small PIIB agent, writing workers' comp policy, located in Northern California. Has potential with comp and inland marine.

  • Gary McKeighan:

    • Core Agent: Focused on farm. Can move over for 2026 as a top member if there is an increase in COMP and INLAND MARINE.
      Additional Discussion Points:

  • Deb comment for leadership - Consider guardrails for moving agents between top and core segments.

  • Loss ratio is critical to track.

  • Consideration that potential for new mix business, is more important to look at.

  • Goal to write 50,000 is a reasonable milestone.

  • It is important to help encourage the success.
    Non-Engaged Locations:

  • Roger Stone (PIIB): Monthly meetings with excuses for lack of new business, unlikely to remain in top, consider setting targets or ending the partnership.

  • UWIB:

    • Has profitability issues

    • Terminanting relationships

    • Review should be conducted with Roger Stone and UWIB.
      PIIB Subs: Under 6 million is PIIB sub business, out of the territory with 28\% of DWP. There is also 78.6 of year to date Loss ratio, and 9 are in the top, while 28 are core.
      PIIB action items:

• The importance of focusing on the subs and the group and actions to take.

• PIIB: Focus on top tier, promote incentives, use MDF, determine standouts, and look at the subs for dead weight.

• Monitor small commercial and inland marine loss ratios and ensure the right mix.

  • Call out Adobe

  • Broad Spectrum

  • Maven as strong worker complaints.
    For the Inline Marine

• Click to Bind as relationship with the lender for construction.

• 3S: The ability to grow Workers comp and inland marine.

Inszone:

• Novato formerly Anixter & Oser negative% growth and a 0% close rate with over $2M in losses and a rolling 12 of $127,000 year to date with 2 plus year to date a HLR,

• Strong Safeco relationship so we would not terminate. All suggestions are appreciated and need to be looked into
  There is a small book with commercial carriers:
  It is with medical less risk only, that would be rewritten again if the criteria matches those circumstances.
  
  

• Heffernan Network - 2 subs I think have potential. Working on engagement/re-engagement, promoting WC/IM incentives, using I$I and MDF.

Next Steps:

-    Need to monitor PIIB LR. Evaluate subs to determine if any others aside from UWIB  need to be terminated. There are subs with high LR’s compared to book size, so if no opportunity in these agencies, will need to terminate.

-    Deb suggested having a group WC and/or IM webinar specific for PIIB (Discuss with Steve & Deb)

-    Christal suggested having a “come to Jesus” talk with Roger Stone.

-    Christal suggested letting WC Tiered Bonus agents know I stuck my neck on the line to get them this incentive, so they need to deliver.

-    Jenn & Michelle to schedule a call with Peter Oser to discuss if we should move his book into Inszone master code.