1. CSUN Professor for a Day
October 17, 2018
James A. Darling
Regional Executive Officer, Pacific Chubb LTD

2. Learning Objectives Approach Our Industry from 3 Unique Perspectives:
From my view, as a Regional Executive
From Kristen Darling’s view
- a young broker
- 25, USD graduate, Lockton Account Manager
From Matt Darling’s view
- 23, a Chubb Professional Associate (trainee)
Matching your skills with the evolving insurance industry
Real time issues we are dealing with today
Some thoughts on the future

3. Starting Out
My Background:
Indiana University, Bloomington B.S. Marketing 1982 “Chubb Diversity Hire”
Marine Trainee (Ocean
Cargo, Inland Marine)
Added Property
Underwriting
Marine Manager, Zone Manager, Worldwide Product Manager,
International Experience, Asia, Latin America, Europe
Managed Branches in Milwaukee, Pittsburgh, then West Coast 2000-present
August 1982

4. Kristen Darling
Top Three Reasons Why You Joined the Insurance Industry:
1. Family connections gave me the opportunity to meet with good leaders in the industry and learn more about it.
2. Stable job - everyone needs insurance.
3. Not a lot of people know very much about it, so it gave me an opportunity to master something and become an expert in it/excel.
The Top Two Challenges You Face:
1. Setting expectations and explaining insurance to clients (probably explaining insurance to clients who think they know about it is the most challenging part).
2. Establishing relationships with markets and partnering with them during challenging renewals.
Aspirations:
To continue to build comprehensive insurance programs for clients in need and work my way to Unit Manager, continue to mentor younger associates looking to learn more about the business.

5. Matt Darling Top Three Reasons Why You Joined the Insurance Industry:
It’s profitable and always growing. Everyone needs it.
There is a risk for every taste. You can find a niche you enjoy.
Purpose for others: Insurance is often the financial failsafe for families and businesses.
The Top Two Challenges You Face:
The breadth and depth of knowledge in the industry is immense. Mastering just one particular practice requires years, even decades, of experience.
As an Underwriter, balancing the development of my sales and analytical skills is probably one of the greatest challenges I will face in the years to come.
Aspirations:
I would like to become an underwriting expert in an industry practice or a practice manager.

6. Matching Your Skills with the Industry’s
GPA Performance
Business Communication – appropriate for the recipient
Problem Solving Skills
Team Play
“Manners maketh man”
“Empathy, Self Awareness, Consideration”
Flexibility
Customer Orientation
Quantitative Skills (But if I can do it….)
Work/Life/Community Balance

7. 2018 – Key Issues
Catastrophe Management (Harvey/Flood; Irma/Wind; Maria/Wind; Florence/Flood; Michael/Wind & Storm Surge)
Wildfires
Ensuing Mudslides
Catastrophe Funding
Ability (or inability) to get sufficient rate for an adequate return for risk assumed
Consolidation of Distributors:
Aging Workforce “cashing out”
Places a Premium in Distribution Management
Regulation:
As a hedge against disruption
As a brake on rate adequacy
Talent:
Attracting, training, challenging, promoting, retaining

8. Thoughts on the Future: 2020 and Beyond
Technology will improve:
Operational efficiency
“BOTS” emerging
Quality of risk assessment
Quality of information exchange with customers, producers (frustrating and inefficient)
Disruption will occur, starting with smaller customers
Balanced by risk accumulation
Catastrophes show up in surprising ways
Underwriting and Claims adjustment will remain crafts in some form
Value must be more clearly demonstrated, to win