COVID has drastically raised the number of virtual Environmental Play Book reviews we conduct with our retail agency partners. Our partners are realizing the valuable electronic resource the Play Book is and how simple to customize their ERMI Play Book to meet their business model.
The ERMI Play Book is loaded with resources to assist you in growing not only your environmental insurance sales, but sales of all the insurance products your agency offers. From commercial and personal lines P&C to life and health, the ERMI Environmental Play Book resources are proven to drive insurance sales.
New producers to the insurance industry should be laser focused on environmental. Why? Because fewer than 15% of licensed insurance professionals are actively working with pollution liability insurance, yet every insured you work with is impacted by environmental exposures.
ERMI Play Book Sales Strategy #1: Prospect for new business, 90 days after renewal. We all know what’s going on 90 days before renewal. 90 days after renewal, the smoke has settled and when you call a prospect and say you would like to discuss the environmental exposures impacting their business, their first response is, “We are not impacted by environmental exposures.” What!!!
The ERMI Play Book contains a resource to address this response, the ERMI environmental Risk Assessments (eRA). Our partner agencies find utilizing the eRA’s is an excellent way to leverage their insurance sales through educating the client about the fiscal realities of pollution protection. For those in the know, it genuinely does have a measurable impact to their bottom line and strategic financial planning.
So, you email the appropriate eRA (see list below) to the prospect that is “not impacted by environmental exposures” and follow up with a phone call in a week. The prospect responds, after reading the eRA, they now realize there are several environmental issues impacting their operations. They go on to say they would like to further discuss how investing in pollution liability insurance will add value to their business model.
You meet with the insured and through the course of the meeting, they ask you if you would take over their whole insurance program because you brought more value to the table than their current agent.
Environmental Risk Assessments (eRA)
Environmental Risk Managers (ERMI) success in the environmental insurance niche has been the integration of environmental education and risk management. An environmentally educated insured can make an informed decision if investing in pollution insurance will add value to their business model.
One such educational resource we developed are environmental Risk Assessments (eRA).
We send our eRA’s in a Word format, so you can cut and paste them into a marketing presentation that compliments your agencies marketing program.
The eRA’s come in three parts:
- Review of environmental exposure impacting your insured.
- Environmental loss examples
- Environmental insurance coverage’s that are appropriate for the insured to consider.
The goal is to educate your insured, so they can make the best decisions for their business. If your insured sees value and elects to further pursue environmental insurance coverage, we’re here to make your job easier by utilizing our network and expertise to market your client’s submission and supply you with the best environmental insurance coverage options.
Below is a list of the eRA’s we have developed. Call or email me on which eRA’s you would like to add to your ERMI Environmental Play Book. Don’t have your ERMI Play Book, let me know and we will get you a copy.
List of eRA’s:
Agriculture: •Botanical Gardens •Commercial Farming •Dairy Cattle •Fruit Farmers •Livestock Operations •Vineyards
Auto & Marine: •Auto Servicing & Repair •Auto Dealers / Service Garages •Auto Salvage Yards •Convenience Stores / Gas Stations •Marinas / Ship Yards •Marinas •Ports •Tire Sales & Service
Aviation: •Aviation Industry
Contractors: •Aggregate Crushing & Project Waste Management • Asphalt Paving •Commercial •Commercial Janitorial Contractors •Concrete / Masonry •Concrete Additive •Contractors Operations Facilities •Contractors Pollution & Professional •Demolition •Directional Drilling •Drilling •Drywall •Electrical •Environmental •Excavation •Fire Suppression •Flooring •Glass •Highway Construction •HVAC •Landscapers •Logging •Painting •Plumbing •Pressure Cleaning •Remediation •Residential •Roofing •Septic Service Providers •Sewer Cleaning •UST / AST Contractors
Disposal / Recycling: •Plastic Recyclers •Scrap Metal
Financial Institution: •Financial Institutions
Food & Beverage: •Beverage Distributors •Dairy Distributors •Distilleries •Food Distributors •Food Processors •Restaurants
Hospitality: •Golf & Ski Resorts •Golf Courses •Hotels & Resorts •Hunting & Fishing Clubs •Ski Resorts
Manufacturing: •Manufacturers •Pallet Manufacturers / Distributors •Plastic Manufacturers •Sheet Metal Fabrication •Tool & Die Shops
Medical Facilities: •Hospitals •Medical Offices •Pharmaceutical Companies •Senior Living Facilities
Mining & Cement: •Concrete Suppliers •Quarries
Public Entities: •Municipalities •Waste Water Treatment Plants
Real Estate: •Real estate Owners & Developers •Pollution Insurance Manual for Condo and Apartment Owners
Trucking: •Trucking Companies