More than 1.5 million non profit organizations are registered in the U.S., says the National Center for Charitable statistics. And they all need nonprofit insurance coverage.
With 20.3 million people living in the New York Tri-State area, it’s safe to say a proportionate number of those non profits are based right here. And, just like your small business and large corporate customers, they are looking for low premiums, high-quality insurance coverage, and stellar service from their non profit insurance brokers.
Non profit workers are traditionally paid less than their counterparts at for-profit companies. Owners of non profit organizations must tread carefully because they could face fines if the IRS deems their employees’ salaries “excessive.” Not only do nonprofits have less money to pay out—because their funding comes from supporter donations—but employers opt to err on the side of caution with employee salaries.
In order to find the best people to help them achieve their mission, non profits must look at other ways to attract and retain top employees. And that’s where insurance for non profit organizations comes in, especially when you are talking about enriched DBL and ancillary benefits. Most non profits have smaller operating budgets than corporations, including less money to pay out for employer-funded benefits like healthcare. But voluntary, employee-funded benefits like group life, vision, and dental coverage deliver great value at a low cost to employees.
Non profits go beyond foundations and mission-specific charitable organizations. They may include hospitals and universities, and other important business-oriented organizations with large teams and hefty operating costs.
Not only can non profits be a valuable sector by themselves, but selling not for profit insurance can also attract local business leads and new clients when your non profit customers spread the word to their members and volunteers about the service you deliver. Local networking groups such as your Chamber of Commerce, Lions’ Clubs, and Kiwanis are all non profit organizations.
Are you ready to start selling insurance for non profit organizations?
To successfully sell not for profit insurance benefits, you need to understand what motivates the employees. Value-driven millennials often seek work with non profit organizations, because they want a career that makes a difference in the world along with providing a paycheck.
Employees are often willing to accept less pay because the intrinsic benefits of the job win out in the end. But, once reality sets in and the rent comes due, top talent may quickly be recruited away with promises of a hefty salary, ancillary benefits, and exciting perks in the corporate world.
A non profit may not be able to match a Fortune 500 in terms of pay. But non profit insurance brokers can offer something equal in intrinsic value and help organizations recruit and retain top talent by following these four steps.
Any good salesperson knows how it important it is to understand your audience. And the non profit group tends to be passionate about their beliefs. If you are working with an animal rights organization, for instance, mention your family pets you adopted from a rescue.
If you are working with an organization that supports eco-tourism,, and can off-handedly mention your Prius, they will understand you are aligned with their values. They will also love the efficiency of getting nonprofit insurance quotes online, without the hassles of paperwork.
Once you’ve made that personal connection, how do you make the leap to insurance products? By tapping into what’s important to non profit employees, you can show them the employee benefits that will help enhance their lifestyle by saving them money.
Millennials — especially those who choose to work for non profits—treasure a work/life balance and want to make a difference at work and at play. Saving money on dental and vision costs may free up cash so they can travel more, for instance, or adopt another pet from the animal rescue.
A good life insurance policy will provide peace of mind to employees starting a family. And a 401K will give them the financial freedom they need to continue supporting their favorite causes, through donations or volunteerism, into their retirement.
Recruiting and retention is a major challenge for executives in the non profit sector. Smaller organizations may not have an HR director who understands the specifics of employee benefits packages, how they are structured, or what’s available.
They need a non profit insurance broker they can trust to explain how ancillary benefits can be bundled with mandatory coverage for maximum savings, and how these benefits can be used as important recruiting and retention tools to keep top talent.
Don’t assume anyone in the organization understands the value of employee benefits. Hold a lunch-and-learn seminar, make information available on your website, let employers and their employees, alike, know you are available for questions.
Bottom line: Making insurance for non profit organizations part of your book of business involves a large amount consultative selling. Make sure prospective clients understand that these are employee-funded, voluntary benefits that cost very little compared to the money they will save over their lives.
by Dawn Allcot
ComTon Inc. in Fairport, NY, specializes in Employee Benefits insurance for organizations with over 200 lives. Serving upstate and western New York, from Rhinebeck to Lake Placid and across the state to Buffalo and Rochester, ComTon has been in business since 1998. “Most of our business is through word-of-mouth and referrals,” says ComTon Principal Gregory D. Singleton.
“One of our biggest compliments is when we have an HR director or a finance person who leaves an organization we’ve worked with and moves to another organization and immediately brings us in,” adds Principal Rob Commisso.
ComTon has carved out a successful niche working with large organizations to provide employee benefits, including DBL / PFL, group life, health insurance, dental insurance, workers’ compensation, short-term and long-term disability, and other voluntary benefits. Unlike many brokers, ComTon offers packages for self-insured businesses and is certified by the state of New York as a third-party administrator of workers’ compensation and DBL / PFL benefits.
As an administrator for self-insured DBL policies, ComTon faced an unusual challenge when PFL was first introduced in the beginning of 2018. “Some of our self-insured clients weren’t necessarily comfortable with the unknown costs of PFL, so they wanted to pursue fully insured options,” recalls Commisso.
That’s when ComTon realized the true benefits of working with The DBL Center as their white-glove, white-label insurance wholesaler. “DBL Center provided us with a lot of help so we could offer our clients options for a fully insured program,” says Singleton. “Because DBL Center has such a big book of business and great relationships with the existing carriers, they were able to get us very good rates for our clients who wanted to move to a different carrier or to go from self-insured to fully insured.”
Singleton reveals that ComTon provided quotes for all their existing clients to transition to fully insured benefits, so that their customers could choose the best path for their situation. The DBL Center expedited the process, shopping around for the best rates.
ComTon clients who decided to switch to a fully insured program reaped the rewards of low rates as well as fast claim payments and the stellar service that ComTon has been known to provide to its self-insured clients for two decades. The DBL Center made it easy for ComTon to quote rates from a variety of carriers, write the policies, and deliver excellent service through top-name carriers capable of writing DBL policies with the PFL rider.
“DBL Center streamlined our quoting process for our DBL prospects and existing clients considering fully insured options,” says Singleton.
“But what it really came down to is the cost,” adds Commisso. “DBL Center was able to help us get better rates than we may have been able to do on our own, with a variety of carriers.”
He continues, “The whole team has been wonderful to work with, very responsive to our questions and our needs, and helpful in offering solutions or ideas we may not have thought of. The DBL Center team is very good about explaining the capabilities of one insurance carrier over another, and of helping us market the benefits of various carriers to our clientele.”
Singleton adds, “I thought we had a great knowledge of DBL coverage here at ComTon, and the DBL Center’s knowledge is as good—if not better—than ours.”
Although Meeker Sharkey & Hurley has been in the insurance business since 1864, the full-service broker is one of the newest in The DBL Center family. The company is already realizing the advantages of buying state-mandated TDB through DBL Center’s vast network of private carriers.
“The DBL Center knows the statutory market. That’s their specific field,” says Richard Ambrose, Meeker Sharkey & Hurley Senior Vice President-Practice Leader, Employee Benefits. “While we could go to the carriers ourselves, The DBL Center is more tuned in to the TDB market. They can be more aggressive in the pricing because they have such a large block of business with the statutory companies, and that helps us.”
Since New Jersey’s TDB coverage pays a living wage to employees on short-term disability or maternity leave, there is less reason to enrich policies the way New York brokers do for businesses in their state. New Jersey pays a maximum of $637 per week for employees, with affordable premiums. “In New Jersey, more than 85 percent of the employers write TDB through the New Jersey State Insurance Fund (NJSIF),” says Ambrose.
Yet, he views this as an opportunity rather than a challenge. “Most employers don’t know they can switch, and the state, by design, makes it difficult to switch,” he explains.
Employers must get signatures from 50 percent of their NJ employees explaining the change before they can switch, and they can only make the jump from the state on the first day of any quarter. But once employers do make the jump, they enjoy better service, faster payouts, and more flexibility.
The DBL Center simplifies the process and helps Meeker Sharkey customers switch to a private carrier by shopping around for the best rates, sometimes getting those rates locked in for two to three years, and then helping with the paperwork to switch from NJSIF.
“With a private carrier, our customers get a dedicated account manager, as well as people from my firm who can help them, people from the DBL Center who can help them, and service by phone even after 4 o’clock in the afternoon—which you won’t find with the state,” says Ambrose.
In addition, claimants can receive their first check in less than one week, with flexible pay periods so they can maintain the budget and lifestyle they had prior to filing for disability coverage. “I’ve heard of people not getting their first check from the state until after they’ve gone back to work,” says Ambrose. “We tell our clients that if we can get them the same rate as the state, they should make the jump because they will appreciate the better service. And The DBL Center helps make it easier to find an equal or lower rate.”
In addition to writing Temporary Disability Benefits for New Jersey customers through The DBL Center’s large network of carriers, Meeker Sharkey also focuses heavily on ancillary benefits, including vision, dental, life, and long-term disability. Often, The DBL Center can find the best rates by bundling these important ancillary benefits with a statutory TDB policy.
Ambrose reveals a great deal of Meeker Sharkey & Hurley’s revenue comes from employee health and ancillary benefits for businesses with over 50 lives. “We have a hospital client with 2,000 lives, but the majority of our revenue are clients with 50 covered employees up to about 400. We have quite a few financial institutions, manufacturing firms, and not-for-profits.”
Ambrose notes employers in these fields are always looking to entice employees and benefits packages are an important part of those recruiting tactics. “DBL Center is very aggressive with customer education, and that’s important when we’re selling ancillary lines. Michael Cohen and his team are very tapped into what’s happening in the industry, whether we are talking about Paid Family Leave in New York, TDB, or ancillary benefits,” says Ambrose.
“They are also very proactive with follow ups, and responsive to our needs,” he says. “I’d been talking to Mike for at least a year before we signed on with The DBL Center and my only regret is that I didn’t do it sooner.”
If you are a broker who sells ancillary benefits such as life, dental, and vision coverage, you are already familiar with the paperwork required to complete a company census. Your customers have to submit a company census showing the number of employees, their ages, genders, and salaries.
Now, with the introduction of Paid Family Leave, some insurance carriers may require a company census for their DBL insurance, too.
Even if it isn’t required by your carrier, having an accurate and up-to-date census can benefit brokers and their customers, alike, resulting in money savings for customers and increased opportunities for brokers to cross-sell ancillary benefits with DBL coverage. Read on to find out how.
With a census in hand, business owners will receive more accurate insurance rates that are based on the exact head count of covered employees. They won’t overpay for their insurance coverage, which can enable the company to better manage cash flow without tying up funds needlessly.
And if you have to break the bad news that their insurance premiums will go up slightly, at least your commission will rise proportionately. They will now be paying for the actual coverage they are receiving, which is difficult for any business person to argue.
With a company census for each one of your customers in hand, it is easy to request a quote for ancillary coverage through the DBL Center. In order to accurately quote ancillary coverage, you need the census. Now that your customers have that information, you can show them how affordable it can be to sweeten their employee benefits package with group life, vision, or dental coverage.
If you’ve already shown your customers you can save them money on their DBL and PFL, now you can show them how to take that extra money and invest it into ancillary policies that will make all their employees happy, build loyalty, and help attract top talent.
For small business owners, completing a census shouldn’t take much time at all. They can delegate the task to an office manager or set aside a few hours to gather the information from their employees. It could even be as fast as sending out a company-wide email.
For larger corporations with more than 50 lives, and even up to thousands of employees, gathering census data will, admittedly, take more time. But the cost savings could really add up for larger companies.
Once the census data is in place, it doesn’t take long to update it, annually, with new employees and to remove employees who no longer work for the company.
“It makes sense to calculate accurate insurance premiums based on the actual number of lives in a company and can result in cost savings for customers,” says DBL Center’s Selena Kutschera. “It also makes it easier for brokers to get an accurate quote in order to enrich their customers’ benefits packages with ancillary benefits.”
Pinpoint a few customers, especially corporations over 50 lives, who would benefit the most from a census and be most amenable to ancillary benefits if it was fast and easy to get a price quote. If carriers begin requiring a census for DBL coverage with a PFL rider, these customers will have the information in hand.
“Filling out census forms for more accurate insurance billing is new and unfamiliar to many brokers,” says Kutschera. “But the DBL Center is here to help our brokers and their customers complete a company census. It’s also important to remember that this a one-time-only process that will allow the carrier to better serve brokers and their customers.”
Total Management Corporation, an independent insurance agency with offices on Long Island and Manhattan, has built a successful business for more than 40 years by focusing on two things: stellar service and customer education. TMC wants to be the first to tell their customers about new benefits and opportunities.
Likewise, TMC recognizes the advantages of selling DBL insurance to every business customer. Many small business owners are unaware of this mandatory benefit. TMC serves their customers’ best interests by educating them about DBL coverage. For the broker, DBL provides residual commissions every year, and represents opportunities to grow their book of business through consultative selling.
“DBL business never goes away,” says Total Management Corporation’s Phil Bilello. “The client gets a bill once a year, pays it, and doesn’t think twice. We insist all our business clients carry disability insurance. We won’t write an account without it.”
Rather than ignoring the mandatory coverage, TMC puts disability insurance side-by-side with other group benefits packages, providing a page on their website where small business owners can request a disability insurance quote online.
It sounds simple, but in a world where DBL coverage is often a forgotten benefit, this page helps keep disability insurance on the minds of busy business owners and HR directors who visit the TMC site.
To increase DBL revenue, the Total Management team has become adept at recognizing customers, usually higher end service professionals like real estate agencies, doctor’s offices, and law firms, who may be amenable to enhanced DBL coverage.
“We find that service professionals are the most likely to agree to enhanced DBL benefits, so we come back to them every year and discuss the possibility of providing a better benefits package to their employees,” says Bilello. “We will also discuss it over the course of the year. You want to have multiple touchpoints when you’re trying to enhance a policy.”
These customers who recognize the value of robust business insurance policies, Bilello says, are his ideal customers. “We want to sell to the true business professional who values insurance, values the coverage and values the services an independent insurance agency can provide,” he says.
For more than 40 years, Total Management Corporation has focused on delivering exemplary service to business professionals, as well as individuals and not-for-profit organizations.
“It’s hard to say what differentiates one insurance agency from another,” Bilello admits. “But we have a hard-working, conscientious staff that takes ownership of their accounts and cares about the agency. We work hard for our clients, earning their business every year, and maintaining their trust and loyalty. Those are the keys to our success and our future success. If you don’t work hard every day to keep your business growing, you won’t be in business much longer. You can never get complacent.”
Total Management Corporation recognizes that DBL Center shares these values of hard work and exemplary service, resulting in a 20+ year partnership between the independent insurance agency and the wholesaler. “We started out working with [founder] David Cohen and [VP of Sales] Richard Slavin, and now we have the whole team behind us,” says Bilello.
“DBL Center has been wonderful because they get out in front of their brokers, and let us know they’re supporting us,” says Bilello. “They’re always very helpful, very professional, and very educated about their products.”
The DBL Center provided support when New York State first implemented Paid Family Leave laws, permitting Total Management Corporation to better educate their customers, show their knowledge, and build trust. The DBL Center offered seminars and lunch and learn programs, sent out informational emails, and launched its Paid Family Leave Resource Center to educate brokers about the upcoming mandatory benefit.
“If it weren’t for DBL Center, we wouldn’t have known anything about Paid Family Leave,” says Bilello. “Michael [Cohen] and his staff took the ball and ran with it. PFL is confusing enough, but they made the transition so much easier for all of us.”
In Q2 2018, Total Management Center will be looking to The DBL Center for additional resources in the form of an app that enables brokers to track all of their accounts from one intuitive, easy-to-access dashboard. “We’re looking forward to Net Revenue Tracker,” says Bilello. “Real-time information is always important and having data and analytics at your fingertips is invaluable for an insurance agency.”
He concludes, “DBL Center has become a trusted partner and we look forward to a continued relationship.”
Want to become our next Broker Spotlight? Contact us today.
Hometown Insurance Agency, based in Bohemia, New York, has been serving Long Island, upstate New York, and parts of the New York tri-state area since 1979. Hometown provides a full line of insurance products, with a 50/50 split of personal and commercial customers. Hometown’s business insurance lines include individual and group health, ancillary benefits, and, of course, New York State mandatory DBL insurance.
Within that commercial demographic, Hometown serves a wide range of businesses, from Main Street small businesses to municipalities, fire departments, towns and villages, local libraries, as well as not-for-profit organizations, and larger companies including manufacturers and contractors.
But one thing is consistent in the way Hometown approaches every one of its clients. “One of the areas we pride ourselves on is educating our customers,” says Hometown President and CEO Rebecca Weber, noting that DBL coverage and especially Paid Family Leave still require a lot of attention when it comes to customer education.
“I still am convinced that not everybody is talking about it like they should be,” says Weber. “And that education we provide is what sets us apart. Most agents go in and are focused on the meatier parts of the policy, so it is very easy to overlook DBL coverage.”
She adds, “At Hometown, we’ve made it part of our routine. Our agents need to go in and talk about enriched DBL—and the new PFL rider is a great place to start.”
As a female executive in a male-dominated industry, Weber sees the appeal in the personal stories behind the groundbreaking and culturally significant benefit. “We have two family members who work in our company, in two different departments. When the mother returned after eight weeks taking care of her newborn, her husband was able to take time off. We see, as a company, how important this benefit is to our employees. To be able to share that story with our business owners really brings it home to them.”
Hometown Insurance Agency has worked with DBL Center for two generations; Rebecca’s father, Dan Weber, began doing business with DBL Center President Michael Cohen’s father, David, decades ago. “Our relationship has grown along with our management and ownership,” says the younger Weber, who took over leadership of Hometown in 2007.
Even as both companies have grown, they remain focused on personalized service. “In working with DBL Center, there is a sense of dealing with people that you trust, and people that you know. You’re not treated like a number,” says Weber. “Invariably, the service is absolutely wonderful and exceeds our expectations.”
Weber notes that DBL Center caters to small to mid-size agencies, providing not just exceptional service but bleeding-edge technology to help the agency operate more efficiently.
Hometown Insurance Agency is one of a handful of DBL Center brokers who have already previewed the proprietary Net Revenue Tracker (NRT) software.
“We are very excited to begin using the software,” says Weber. “We believe it is going to help streamline our process and be more efficient. Our reports will be more reliable.”
By automating renewal notifications and tracking functions, the software will free up employees who are currently focused on manual data entry so they can complete more complex, high-touch tasks.
“It’s a win-win for our agency,” Weber says. “And we are very fortunate to have access to the software and to have The DBL Center in our corner.”
Would you like to be featured in our next DBL Broker Spotlight? Reach out today.
It’s tax season once again and for insurance brokers, it’s also a good time to reflect on ways to improve business efficiency in your insurance agency.
For small to mid-size businesses in New York and New Jersey, including many DBL Center brokers, March means working with your tax accountant, sorting through receipts and expenses, running QuickBooks reports, and reviewing your annual revenue.
But there is a lot of data hidden inside those numbers besides just how much you owe the I.R.S. Are you tracking and leveraging your business analytics to their full capacity? The DBL Center is introducing a tool that will allow property & casualty and other licensed agents the ability to do just that.
QuickBooks and other accounting software provides reports to help you track income and expenses, but it is not tailored to an insurance agency. You can’t view the profitability of different types of insurance or different types of customers. You can’t track cancellation trends so you can improve customer retention. And you can’t reliably predict cash flow or opportunities for growth without a way to track renewals.
CRM software can help your insurance agency sales team track leads to generate new business. But someone in your office has to input the data and your sales team has to be invested enough in the process to use it.
Our new Net Revenue Tracker is tailored to P&C insurance brokers to help you manage all your accounts and spot opportunities for growth. It connects directly to your DBL Center back office so all the analytics you need are at your fingertips at any time, wherever you may be. The cloud-based software functions seamlessly and securely on any internet-enabled device, including a desktop PC or Mac, laptop, or Android- or iOs-based smartphone or tablet.
The Net Revenue Tracker provides the information most important to help you grow your book of business, enabling you to track the profitability of specific accounts, track policy renewal dates so you can be proactive about renewals and up-sells, and view important business metrics at a glance.
You can view accounts by carrier to see where you might want to diversify to protect your business interests, and where it might benefit your customers to consolidate for better coverage and lower premiums.
And because it is based on software we’ve used here at The DBL Center for years, we know it is user-friendly to help you increase efficiency and streamline your business processes.
As you’re assessing your business processes to increase efficiencies and track your revenue more effectively, it’s also important to begin thinking about tax strategies for 2018.
This year’s tax season should be straightforward for most insurance brokers, or at least business as usual. The big changes went into effect beginning this year and will be reflected on corporate taxes filed in March 2019. Talk to your tax accountant about the new tax laws and how they may affect your business — and your customers’ businesses, for that matter.
With reduced or eliminated deductions for fringe benefits like transportation, meals and entertainment, employers and HR directors may be looking to enrich disability coverage and ancillary benefits to recruit and retain top talent. Our Net Revenue Tracker can help you spot these opportunities for increased sales with existing customers at your New York insurance agency.
Be one of the first brokers to catch a sneak preview of the software in a live webinar demonstration.
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The DBL insurance industry recently experienced a shake-up when New York State passed a law requiring mandatory Paid Family Leave coverage, to be written as a rider to NYS DBL policies. Several carriers exited the DBL insurance market because they didn’t want to write PFL riders, which left many brokers looking to replace their DBL policies.
Brokers had two choices: Lose the DBL business or leave their existing carriers to write DBL insurance policies elsewhere. DBL Center brokers who relied on DBL Center as their back-office staff were able to move those DBL policies with ease, impress their customers, and strengthen their position in the marketplace.
These brokers found that DBL insurance policies open doors to more business. This has always been true, but it’s even more relevant now, in 2018, when fewer carriers are writing DBL insurance coverage.
If you are the broker who can write these policies for New York State business owners, provide exemplary service, and build trust with your customers, they will come to you for all their insurance needs.
For P&C brokers, DBL insurance can act as your foot in the door, giving you the chance to write high-commission policies like home, auto or even umbrella policies for business owners and their employees.
Let’s look at some of the opportunities available to P&C brokers to expand their book of business with new and existing DBL insurance customers.
1. Smart business owners will consider expanding employee benefits packages with ancillary lines of coverage.
We’ve talked in-depth about enriching DBL coverage in light of the new PFL law. But business owners can also improve employee retention with ancillary benefits such as vision, dental, and life insurance.
The DBL Center can provide a discounted benefits package when you bundle these ancillary lines with an enriched DBL package, allowing you to provide your customers with even more value.
2. Business owners will rely on someone they can trust to write their personal insurance policies.
In addition to business insurance and employee benefits, business owners also need insurance for their personal assets. As an insurance broker, you know that many business owners possess one or more of the following: high-value homes, vacation homes, automobiles, recreational vehicles, or boats.
Once you’ve established trust as their broker of choice for mandatory DBL insurance or enriched DBL coverage, it’s easy to ask your business customers if they’d like a quote on an umbrella policy to cover their home/auto and other possessions requiring insurance. They might also consider purchasing life insurance through your brokerage.
Most consumers understand that when they do business through one company, they can get the best deals and preferred service as a loyal customer. It’s your job, as their broker, to remind them about your other insurance lines and the savings you can offer them. A new sale and a large commission check could be just that easy.
3. Business owners may refer their employees to you for their personal insurance coverage.
Not only do business owners have cars, homes, and boats to insure, so do many of their employees. What if you could earn referrals from your biggest accounts, just by providing excellent service and low rates to the owner of the company? You can increase your commission checks by writing homeowners’ insurance, auto insurance, umbrella policies, renters’ insurance, or whole- or term-life insurance policies.
In New York, DBL Center specializes in DBL, PFL and ancillary benefits. We couldn’t tell you how to sell your P&C lines or where to go for the best rates.
But we can remind you that almost every business owner needs DBL coverage. And with our back-office staff providing white-glove service, as well as our new Net Revenue Tracker app giving you fast, convenient access to all your accounts, we make it easy for you to sell DBL and maintain your DBL accounts.
By doing so, the DBL Center opens doors for you to expand your book of business with the lines that you know best such as health, life, home and auto insurance and umbrella policies.
Need more information about DBL and PFL? Need tips on marketing DBL insurance coverage? We are here to help. Give us a call at (631) 293.5100 or get a quick quote now.
The story begins 14 years ago, as many Long Island stories do, in a diner. Through a referral from another local business owner, David Clausen of Coastal Insurance, an independent insurance agency in NY, met with Michael Cohen of DBL Center. Founded in 2001, Coastal was just three years old at the time, and Clausen was looking for a better way to write DBL coverage for his New York business customers.
Fourteen years later, Clausen still visits that same diner on Long Island’s North Shore, and still writes his DBL and enriched DBL policies through The DBL Center. “Whenever we need something, Michael is there,” says Clausen. “It’s a product that works at a great price. The process is efficient for our staff and the service is great. What more could you ask for?”
New York State’s Paid Family Leave Act, introduced in 2017, gave The DBL Center an opportunity to over-deliver and exceed Clausen’s high expectations for exemplary service. When one major carrier exited the DBL market to avoid writing PFL riders, Clausen filled that void, strengthening his business relationship with the carrier and opening doors for Coastal Insurance.
“When PFL became mandatory, some carriers had a lot of other business lines they didn’t want to lose, but they no longer wanted to write DBL,” explains Clausen. “They felt that if they canceled DBL they’d lose the other lines of business.”
Clausen took on one carrier’s DBL lines, writing the policies through The DBL Center to provide a friendlier and more robust alternative to the New York State Insurance Fund. He promised the carrier he would not market other lines of business to the carrier’s existing customers.
Through this mutually profitable relationship, the other carrier began sending referrals to Clausen’s office for high-risk homeowners insurance and other business and personal lines. Coastal Insurance also gained the opportunity to write the DBL policies for the insurance carrier’s 30+ offices across the New York Tri-State area. “It was great to reconnect with the agents, and it opened doors to additional streams of revenue for my agency,” says Clausen. “It was a win-win all the way around.”
Coastal Insurance serves individuals and businesses across the New York Tri-state area, including New York, New Jersey, Pennsylvania, and Connecticut, and even as far south as Florida. With a focus on high net worth individuals on Long Island’s North Shore, 70 percent of Coastal’s business is made up of personal insurance, including home/auto umbrella policies. The other 30 percent of Coastal’s customers are small businesses, from $1 billion retailers to pizzerias, doctor and dentist offices and other small businesses. Clausen describes the bulk of this clientele as “the Main Street USA business owner.” And this is where Clausen’s relationship with DBL Center plays an important role.
With its online “quick quote” interface to bind DBL policies under 50 lives in minutes, The DBL Center excels in serving small businesses under 50 lives. “It couldn’t be easier to go online and quote and bind a policy,” says Clausen. “Some other insurance products are a bit more labor intensive.”
He adds, “DBL Center makes it easy to get the product at the right price, quickly and efficiently. I’ve been with The DBL Center for nearly 15 years. Michael and his team make great partners for the independent agent on Long Island and we value that partnership.”
We are well into 2018 and, as a New York insurance broker, you’ve got the basics of Paid Family Leave down.
It’s the new comprehensive, mandatory insurance that provides the financial support needed for new parents, military spouses, and those caring for aging or ill loved ones. It’s added as rider to your customer’s existing DBL policies in New York. That part should have already been done.
But now the fun for brokers begins, because your customers still have questions.
This is new territory for CEOs, HR directors, and insurance brokers, too.
But the DBL Center, with our commitment to white glove service, has the answers and PFL claim forms our brokers and their customers need.
We recently launched a new Paid Family Leave resource center. It’s a single-scroll page within our InsuranceWholesaler.net website that provides a host of information about Paid Family Leave in New York, including PFL claim forms, handy PDFs, and more.
We’ve heard from our brokers that many of their customers are looking for PFL claim forms. It’s important to note that The DBL Center does not process insurance claims. We are an insurance wholesaler dedicated to providing the best service to our brokers.
Because our job is to serve our brokers, we’ve stocked our Paid Family Leave Resource Center with handy links and PDFs, including the IRS form that describe the tax ramifications of PFL, and a document showing the current PFL rates.
We’ve also provided links to PFL claim forms. There are multiple PFL Claim forms. Which one you use depends on whether the paid leave is for bonding with an infant or adopted child, caring for a sick or aging relative, or caring for a family while a military spouse is deployed. We’ve provided links to all of them.
Finally, we’ve uploaded PFL claim forms branded for each of the three major carriers and have them housed in Dropbox for easy download. Get Shelterpoint, AmTrust, and Standard Security PFL claim forms here.
The DBL Center is proud to be the first insurance wholesaler to provide an interactive PFL calculator right on our website. HR directors, accountants, and CEOs can know the costs of PFL coverage before they call their broker.
Using our PFL calculator, employers will know how much their premiums will be so there are no surprises. After using our calculator, they will have gathered all the necessary information they need to provide so you can write the policy quickly and easily.
Change can be scary. We started talking about changes in our industry back in February 2017. Now it’s here.
In addition to publishing our PFL Resource Center, we are also partnering with top carriers like Standard Security, Shelterpoint, AmTrust, Hartford, and Guardian to present webinars explaining the specifics of PFL coverage and to better help their brokers answer specific customer questions.
Our marketing team is hard at work sharing our knowledge on LinkedIn and on our blog, and we are even publishing consumer-facing articles on top insurance carriers’ websites to provide actionable insights on transitioning to a world with Paid Family Leave while keeping workflow consistent and maintaining employee morale.
In short, we are deploying all our resources to make it easier for our brokers to continue providing stellar service to their customers, answers to their questions, and the resources and PFL claim forms they need to make a smooth transition.