The following is a compilation of some of the options we have through Professional Insurance Associates.

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1 Why should you choose a broker for all of your insurance needs? A broker can offer you several different carriers that will not only find you the best possible price, but also the best possible coverage solution as well. Certain carriers will not take certain risks which are usually unknown until an underwriter reviews the application. If one underwriter declines a certain risk, there are several other carriers that will approve it. The following is a compilation of some of the options we have through Professional Insurance Associates. Mercury Insurance Company is one of our top preferred carriers and only approves the best of the best. Drivers must have 1 point or less to qualify for their auto program, so in other words good drivers only. Most of the time, they have the best rates in the Bay Area for auto insurance. Mercury has some of the best prices on homeowner s and renters policies as well but they have strict underwriting guidelines. To qualify for a Mercury homeowners or renters policy, you must either have evidence of prior homeowners or renters insurance or have a Mercury auto policy in force for 6 months. Mercury Insurance Company also has a subsidiary named Mercury Casualty. Mercury Casualty has the best rates for drivers with an unfavorable record that need full coverage on a vehicle. For unfavorable drivers that need liability only, Mercury Casualty is not the best option. There is another carrier that is, and will be explained later in this presentation. Safeco Insurance is one of our other top preferred carriers right behind Mercury in price point. They have a similar structure as Mercury Insurance Company but they are a little more relaxed on their underwriting guidelines. Safeco Preferred is where we place good drivers with 1 point or less in the rare circumstance where Mercury doesn t come in less expensive, or if Mercury doesn t insure a certain vehicle. Not all carriers insure all types of cars. Safeco also has a subsidiary, Safeco Standard for non favorable drivers that is very competitive when full coverage is needed. Mercury Casualty is usually a little less expensive in this area but sometimes Safeco comes in less depending on the unique individual situation. Safeco has the best standalone renters and homeowner s insurance rates in the Bay Area for most situations. Safeco will write some standalone business in the home / renters area, but they prefer multiline business with your auto policy as well. As agents, we have to pick and choose how often we submit standalone homeowner s and renters business with them. Between the above two carriers, we can usually find the best price / solution for auto and homeowner s needs for preferred clients.

2 Travelers Insurance Company is another preferred carrier that is competitive with Mercury and Safeco on auto, homeowners, and renters rates in some situations. From what I have seen, Travelers usually beats out Mercury and Safeco only about 10% of the time depending on the type of car, area a home is located, and types of prior incidents. Once again, this is another option to find clients the best price and solution combination. One thing that Travelers will do that Mercury and Safeco don t do in most cases is write homeowner s coverage in a brush zone. A brush zone is an area that has a higher than normal fire risk. The Los Gatos and Santa Cruz Hills are a great example of a HIGH RISK area. How many times have you seen devastating fires on TV in those cities? Homeowners insurance in a brush zone is generally more expensive due to its risk, but Travelers is one of the most competitive in this area. Travelers also has some very competitive Commercial insurance such as Business Owners Policies. These policies usually include general liability, property coverage, and business auto coverage. I will explain further when I explain the commercial carriers later in the presentation. Oregon Mutual Company is one that PIA and I very rarely write. They have very strict guidelines. They only accept drivers over 25 and older unless you are added to a parent s policy. The drivers must also have a clean record and be under the age of 72. The only time I have seen Oregon Mutual beat out the above carriers is on older drivers with 30+ years of driving experience with a clean record. One ticket and they may drop you. Their homeowners rates can be okay in a few situations but the home must be less than 50 years old with ZERO claims history. Oregon Mutual will not write standalone homeowners or renters policies. You must have an auto policy attached as well. Very rarely do they beat out the above carriers, but in some small cases where they do, everything is explained very thoroughly to the client before we sell one of their policies. Commerce West in some situations has some great auto rates for unfavorable drivers that need full coverage. In some situations, they have some decent pricing on liability only auto coverage. Commerce West does write homeowner s and renter s policies but they are not competitive in this area. PIA and I mainly use Commerce West as an auto option where in some situations they come out the least expensive for non good drivers. Unitrin Specialty, as their name states is just that when it comes to liability only coverage for non good drivers. Accident, NO PROBLEM. D.U.I., NO PROBLEM. Multiple tickets, NO PROBLEM. For example, I recently insured someone with a non injury DUI on their record with liability only coverage for $260 every six months. Now this was for a 2000 Toyota, but still not a bad rate for a D.U.I. on record. If you have an injury D.U.I., that s a different story. The rates would greatly increase. The DMV may or may not allow you to keep an active license. In most of these situations, the DMV would either restrict or suspend your license. You can still get insurance through Unitrin in this situation and it will be much

3 more expensive, but a ball park amount can t be estimated. This is because the underwriters will look at everyone s situation differently for high risk drivers and rate accordingly. Met Life, the long time life insurance company, just recently started offering auto, homeowners, and renters insurance in California at the beginning of Their standalone auto prices are less expensive than Mercury and Safeco in some cases. Met Life has been working on some great pricing of auto policies combined with either a homeowners or renters policy. At this time, their homeowners and renters insurance rates are not that great. We have not been authorized to start selling them yet. We are only selling Met Life standalone auto at the moment. By early to mid 2010, all of their rates will be adjusted and they will have solutions to compete with Mercury & Safeco. Pacific Specialty Insurance Company also known as McGraw specializes in great renters insurance rates. They sell competitive renters insurance to anyone even if they have no prior renters or homeowners insurance history. Their homeowner s rates are not that competitive so they are rarely used. McGraw does sell auto insurance but we don t sell that service from them because it is not competitive in the Bay Area. Basically they are the place to insure first time renter s that want or need renters insurance as they provide the best price / solution for this unique situation of no prior insurance. Progressive is a carrier we will go to when no other market will take a personal or commercial auto risk. This is different than Progressive online. There are very few times that Progressive Drive Insurance will not write an auto policy for personal or commercial lines based on an underwriting decision at the time the application is processed. Should this be the case, there is another option I will explain at the end of this presentation. Chubb is primarily known for their specialty writing in high value homes. A high value home is considered as such when the reconstruction cost of the property is 1 Million dollars or greater. This is not to be confused with the home value including the land since the land would still be there if there was a complete loss. Chubb does write auto policies but we only use them for auto when a homeowner s policy is written through them. There are far better standalone prices for auto than Chubb.

4 National Flood Services is who we primarily use to provide coverage for homes that are in a designated flood zone. Flood insurance is pretty standard in the industry regardless of where you get it from. Some carriers will list a less expensive flood rate on their homeowner s policies and charge more on the regular fire coverage. You need to look at this closely if this is required in your area to see if you are getting the best overall price. If you are in a designated flood zone, your lender will require you to show proof of this coverage just as they do with your standard fire policy on your home. Rates are dependent on the area as there are several different flood zone classifications. There are too many to mention. Other Commercial Carriers Not Mentioned Above Philadelphia is our go to carrier for most E & O (Errors & Omissions) Risks. Doctors, Lawyers, Realtors, Insurance Agents, or anyone else that provides advice, sells a service, or performs a service needs this coverage. An Example of performing a service is a doctor performing surgery. Depending on the degree of the risk, the premium follows accordingly. Philadelphia has some the most competitive rates in the E & O industry. CNA is extremely competitive with small commercial BOP s (Business Owner s Policies). They are also competitive with middle sized business risks. Large company risks are not placed through CNA. Hartford will pretty much insure most business risks as long as their underwriters approve it. They are also competitive with small commercial BOP s and in some cases based on the risk, they do come in less expensive than CNA. Here is why we rarely write personal lines with Hartford: For auto, they require drivers 25 years old and up with a clean driving record, licensed at least 3 years. For risks age 65 and older, a signed medical statement is required. At age 75 and older they require a signed physician s statement. Depending on prior activity, the signed physician s statement may be required at age 65. For homeowners insurance, the home must be well maintained and they will not write homes that are in the name of an LLC. Example, an LLC that buys homes and rents them to the public. We pretty much only use Hartford for commercial since there are too many easier options for personal lines.

5 Golden Eagle is Safeco s commercial subsidiary. Safeco commercial was separate until recently when they combined forces with Golden Eagle. All former Safeco commercial clients have been transferred to the Golden Eagle name with the same service. Golden Eagle is another great carrier that will pretty much write any risk as long as underwriting approves it. Minimum premuim is $1,250 though so they don t go after very small risks. Travelers, CNA, and Hartford will take the smaller commercial risks. Firemans fund goes after larger commercial risks and they have a minimum premium requirement of $20,000. They like to write bigger more upscale corporations as their main market appetite. They do have a personal lines section but they are also very rarely used for the folowing reasons: Drivers must be age 25 or older with clean records. They also do not sell standalone auto policies. You are required to have a homeowner s policy to qualify. One Beacon is used as another option for small commercial BOP s. Between Hartford, CNA, Travelers, and One Beacon, over 90% of the time we are able to beat out all other outside carriers. Through PIA, insuring a small business is very affordable as one of these carriers will usually have the solution you need. When absolutely no carrier will take your risk, Lloyd s of London will always be there as your last resort and they will take anything! For example, homeowners are required to update their homes every 20 years. If an inspector comes out to your property and deems your risk too high due to a poor roof, or cracked concrete, a preferred carrier will cancel your policy. Lloyd s of London will take the risk with no underwriting, but the annual premium will be about twice the cost of the standard market. There are several other carriers PIA has, too many to mention. Although there is always a solution for any risk one way or another. You will either qualify to go through a preferred market, a standard (nonpreferred) market, or a Surplus Lines Broker which sells Lloyd s of London policies. Thank You, Elias Melas Professional Insurance Associates - Agent

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