2. Are you Dressed for the Underwriting Dance? Paul Martin 09/15/08 www.crcins.com

3. I. What are the first steps A. Pick your broker early B. Have a pre-renewal meeting 1. Discuss any issues to be resolved a)New additions to schedule b)Outstanding / Open claims c)Gaps in coverage d)Sublimits e)Valuation

4. I. What are the first steps C. Review current pricing and terms D. Strategy for the renewal 1. Discuss target terms and objectives a)Enhancements b)Deductibles c)Pricing 2. Any changes in market a)Updated forms

5. II. Documentation A. Excel / Electronic Spreadsheets 1.Adequate & Accurate COPE information (no COPE, no Hope) a) Location name or address b) Construction (1)Year Built (2)Updates (3)Number of stories / buildings (4)Square Footage c) Occupancy

6. II.Documentaion A. Excel / Electronic Spreadsheets 1.Adequate COPE information (no COPE, no Hope) d) Protection 1)Protection Class 2)Alarms systems 3)Sprinkler System 4)Roof Strapping 5)Shutters / Impact glass

7. II.Documentaion A. Excel / Electronic Spreadsheets 1.Adequate COPE information (no COPE, no Hope) e) Exposure 1)Distance to Water 2)EQ / Flood Zone 3)Wind Tier

8. II.Documentaion A. Excel / Electronic Spreadsheets 2.Valuation a) Square footage b) Co-insurance c) Scheduled limits / Margin clause d) Blanket limits B. Pictures

9. II.Documentaion C. Losses 1.Any identifiable trends 2.Explanation of any large losses 3.Action taken to prevent a repeated loss 4.Loss control / action plan in place 5.Adequate / optional retentions

10. III.Presentation A. Get it to the top of the stack 1.Account Summary

11. September 15, 2008 to September 15, 2009

14. III.Presentation A. Get it to the top of the stack 1.Account Summary 2.Executive Summary

15. Executive Summary

16. III.Presentation A. Get it to the top of the stack 1.Account Summary 2.Executive Summary 3.Loss Summary

17. STATE OF DENIAL

18. III.Presentation A. Get it to the top of the stack 1.Account Summary 2.Executive Summary 3.Loss Summary 4.Detailed summary of losses > $25,000

19. STATE OF DENIAL Losses in excess of $25,000

20. III.Presentation A. Get it to the top of the stack 1.Account Summary 2.Executive Summary 3.Loss Summary 4.Detailed summary of losses > $25,000 5.Previous Risk Engineering reports 6.Charts and graphs developed from your spreadsheet

25. III.Presentation A. Get it to the top of the stack 1.Account Summary 2.Executive Summary 3.Loss Summary 4.Detailed summary of losses > $25,000 5.Previous Risk Engineering reports 6.Charts and graphs developed from your spreadsheet 7.Models – RMS & AIR

28. III.Presentation A. Get it to the top of the stack 1.Account Summary 2.Executive Summary 3.Loss Summary 4.Detailed summary of losses > $25,000 5.Previous Risk Engineering reports 6.Charts and graphs developed from your spreadsheet 7.Models – RMS & AIR 8.Account Structure

29. Single Carrier Structure XYZ COMPANY $100M Exposure $100M Limits -

30. Layered Structure ABC COMPANY $50M Exposure XYZ COMPANY $50M Exposure $100M Limits -

31. Quota Share Structure ABC COMPANY $50M Exposure XYZ COMPANY $50M Exposure $100M Limits -

32. Hybrid Structure ABC COMPANY $25M Exposure XYZ COMPANY $25M Exposure $100M Limits - MNO COMPANY $50M Exposure

33. IV. Take Action A. Identify Markets 1.Discuss your renewal plan 2.Set up face to face meeting with the underwriters B. Cultivate Partnerships 1.Develop relationships a) Broker b) Carrier