Secrets of Bonding 132: Inside
We're going on a journey. We will crawl inside the surety bond underwriter's skull and see what's in there: Maybe not much.
To succeed in acquiring bonds, it is helpful to understand the process and motivation of the decision makers. Here we go.
Agency vs. Bonding Company
When new clients call us to get their bond account resolved, we always ask "Do you currently have a bonding company?" The answer is often something like "Yes! The Acme Insurance Agency."
So the first thing to understand is the difference between the agent (or agency) and the bonding company (aka the surety, the carrier, the company). Typically, the agent (and agency) is your local retail salesperson. Their job is to find new prospective clients, develop their info, analyze and submit it to the underwriters for review, and provide ongoing customer service. They normally are paid by commission and do not hold any of the risk on the bonds.
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