Opening the commercial door.

Encouraging clients to implement an effective risk management strategy will help improve their business practices and consequently reduce claims. It is also the key to success for commercial property brokers in the hard market, says Kevin Pallett.

There is nothing like a hard market to sort the professional brokers
from the commission agents. When premiums are relatively low, risk can be
transferred simply by paying the required amount to an underwriter.


In a soft market underwriters jostle for space, meaning the process does
not place excessive demands on the skills and resources of the broker.


As rates harden, bigger premiums become tougher to swallow and insurers
become more discriminating about the business they will write. The broker
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