October 2011

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The Insurance Observer

Howard Candage's Insurance Newsletter


October 2011 


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In This Issue

Commercial Lines News

Personal Lines News

Life/Health News

Sales Force Training

Young Agents

Ownership & Agency Management

This Month's 'Insurmation'



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In my years as a consultant to the insurance industry I have experienced many ideas, inspirations and mistakes.  I have been an agent, an agency principal, and an insurance company regional manager. In my recent new area of business, I find myself working more and more in the claims area in Maine.   We will be expanding our client/claim offering to other states in the near future.  Watch for us! My most recent fifteen plus years have been in agency consulting.

Please contact us for expertise in mergers & acquisitions, E & O, expert witness, for basic training and technical training, and for management/agency consulting. We will continue to provide you with ideas and expertise through this newsletter and other vehicles!

We look forward to hearing from you! 



Howard Candage


Check out our blog at: http://hecandage.com/blog/

Commercial Lines News 

Are you recommending Cyber Liability for your customers?   Attorneys are targeting insurance agent's E & O for failure to recommend this evolving coverage.

Insurance Journal recommends 5 steps to protect your organization from Cyber Liability!  Read More




 Personal Lines News 

Are you identifying the exposure for company-supplied autos and adding extended non-owned coverage for those clients who are furnished or operate a commercial vehicle less than 10,000 pounds GVW?

Yes.... most companies carry insurance, but given the inexpensive premium and the potential exposure to your client, (especially in this economy)  this could be a serious oversight!




Life/Health News Update 

Will Obamacare take us out of the Health Insurance business?   Possibly, but individuals and companies will still need risk management advice relative to the purchase of coverage.   Insurance is not a raw commodity.    

Insurance without advice is quite worthless.  People lack the knowledge, in general, to make sound decisions about their insurance purchase. They will always need agents!   Position yourself to be their trusted advisers!




Training Sales Force


CD ROM's and automation have dumbed down our industry terribly. All of the 'learning by stumbling around in the manual' many of us "old timers" grew up with is gone.


We need hands-on classroom training more than ever. Not 'just in case' learning but 'just in time' learning. Avoid traps and remain competitive to grow your insurance agency. Build some "common sense" into your insurance programs with good risk management advice. Your competition is doing it! 

For our current class listings, click here  




Young Business peopleHoward to Present at dinner meeting of Southern Maine Claims Association on November 3, 2011 


I am making a brief presentation on how I perceive the Agents role AFTER the claim, which is vitally important to both the Insured AND the Claims Adjuster

Howard E. Candage, CPCU, CIC, CRM

In this brief dinner presentation I will be discussing how agents and insurers should be working together by establishing improved communication and dialogue AFTER the claim occurs.   Our current lack of conversation and effective relationship building creates an environment where claims can become unnecessarily difficult due to our lack of relationship between the claim adjusters and the agents. 

Please attend and consider Joining Southern Maine Claims Association to build a dialogue that will assist everyone!

Register at Southern Maine Claims Association:  Southern Maine Claims Registration Form




ownershipTaking Ownership


Good leadership requires vision! Vision requires alignment to a shared vision. We are exponentially powerful as groups but unless there is a shared vision there is no accountability or shared effort.


Good business plans accomplish this alignment. Let's build yours today! A good plan includes financial goals, operational goals, marketing and growth goals and an exit plan! Most agencies simply will not vision and thus have a mediocre commitment from their employees!


Read More 




This Month's Bit of 'Insurmation' 

Insurance needs a bit of an overhaul as the securitization of risk has changed the dynamics of our industry considerably. I discuss the changing dynamics of the industry in monthly ethics classes. Don't YOU question the validity of credit scoring?? Or the way we set limits? Or the way we pay claims? 

All of these things beg for an agent to facilitate transactions between insurers and clients. That is your role! Embrace the role of the successful agent!  Advocate, don't abdicate!   You CAN advocate for your client at the point of claim with no fear! 




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