A producer works hard to make the first sale. It involves prospecting the potential account, asking questions, building trust and relationships, gathering information and then exploring solutions to coverage needs. The second sale should involve no less effort.

Selling the risk to the carrier's underwriting department should be crafted with as much attention to detail and accuracy as the sale to the prospect. It does not matter if the application will be underwritten electronically or submitted on line or in paper format, completeness and accuracy will get the submission the most favorable consideration and pricing.

Participants of this webinar will learn:

• Preliminary steps needed to prepare a complete submission including knowledge of carrier appetites and pricing strategies
• That a complete submission is more than an application
• The importance of conveying personal knowledge of the account