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First Problem:
Almost 13% of drivers — that’s around one in every eight — are uninsured causing $2.6 billion in claims according to the Insurance Research Council.

Solution
A standalone umbrella with excess UM/UIM (uninsured motorist and underinsured motorist) is insurance for your insured’s benefit. If they’re in an accident and the other driver is at fault and has limited (or no) coverage, it covers the gap between what’s exhausted on the underlying policies and your insured’s lost wages and medical bills.

But UM/UIM isn’t always available with a package umbrella and not all umbrella markets offer it, so be sure to ask your carrier.

it, so be sure to ask your carrier.

Problem 2: No auto

Some insureds don’t drive, prefer to ride their bike around town or have all autos on commercial.

Solution
Many standalone umbrellas can be written over homeowners or renters — no auto required.

Problem 3: The “Lead Foot”

1 in 5 drivers admit “I try to get where I am going as fast as I can,” according to the National Highway Traffic Safety Administration.

Solution
If your insured is one of them, standalone umbrella carriers aren’t as picky about clients who are a little “colorful.” A traditional packaged umbrella is more likely to non-renew when your insured gets where they’re going a little too fast.

Problem 4: Too many rentals —  or they’re in an LLC, DBA, estate or trust

Most carriers limit covered rentals to 10 or less and won’t allow listing of any of these entities as an additional covered “person.”

Solution
Multiple rentals in any of these categories are usually A-OK — they could even be in different states. A standalone umbrella has a greater appetite.

Problem 5: Price shoppers

Who doesn’t love a deal? Some insureds want to place their homeowners with one carrier, auto with another — all to save a buck or two. Thanks to technology, the democratization of insurance is here. Anyone can grab a direct quote online from your competitor and switch over to them in a few clicks.

Solution
For these insureds, a standalone umbrella is a perfect fit. It’s the “a la carte” option they crave — and with coverage from some of us starting at $25/month, it’s a steal.

Problem 6: Ah, youth

Some umbrella carriers will not write youthful drivers. Not a shocker considering that 96% of teen crashes will be caused by driver error, according to the journal Accident Analysis & Prevention.

Solution
Usually this isn’t so in the more flexible world of standalone umbrellas. Try them on for size for drivers over 79 or drunk drivers, too.

Problem 7: Carrier quirks

Kind of the opposite of Problem 5: Your insured wants a home/auto package and for some reason or another, the carrier won’t write an umbrella over it.

Solution
Prevent a client meltdown. Instead of having to turn away their business, think outside the traditional package “box.” A standalone umbrella can keep all lines of business in your agency and it’s a fresh way to improve your customer service to sell more

Posted 10:28 AM  View Comments

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