Question: Discussion 1:

Instructions: Read the article "Shouldering the risk" and complete the following assignment;

- Using this article as a case, complete a Fishbone Analysis diagram to represent this situation.

Discussion 2: An Underwriter and Sales

Instructions: o More and more we find that our underwriters are required to "sell" their products and services as much as brokers / agents do. As a result this type of training has become an essential skill for all underwriters.

o Read only the first six (6) pages of the online article "How Sales Techniques Work"

1. How do you feel these techniques and skills will benefit an underwriter and why?

2. Who are the underwriter's customers? Who are we selling to?

3. The article talks about relationship building as a sales technique. In your own opinion, why do you feel this is more important in the insurance industry, and specifically to an underwriter, than in any other industry that sells their products and services?

Discussion/Assignment 1:

Instructions: Read the article "Ontario Court of Appeal clarifies a retail store employee's "standard of care" in product liability case (by Canadian Underwriter)"

• Explain how the "Standard of Care" differs from the "Duty of Care"

Discussion / Assignment 2:

Instructions: Read the article "Customers First" and answer the following questions in the discussion board forum for this week.

a. What skills or attributes do you have that you feel will make you a good loss adjuster. List at least five (5).

b. After reading this article, what processes do you feel a client would find most valuable from their service providers following a claim?

c. This will be marked using the "Discussion Rubric".