The use of these highly detailed schedules has made it necessary for the large brokerage firms to employ men skilled in the technique and engineering features of this business. Several companies have found it desirable to engage men of this training to help the brokers whose offices are not so fortunately equipped. In the company I represent there is a department consisting of three inspectors and a clerk who spend nearly their entire time in assisting brokers in securing the lowest rate for their clients. I would not, however, dismay the new broker or experienced broker who is comparatively unfamiliar with this feature of the business, but would suggest:

First - Always have your assured secure a copy of his schedule rate (provided, of course, there is a specific rate covering his property) and secure possession of this schedule.

Second - Make yourself familiar with the various charges and suggest such improvements as you can.

Third - Always suggest to your assured any improvements which come within the pale of reasonableness, whether you think he will make them or not. Always make them in writing. Unless you do this, you will probably awake some day to find that some competitor has interested your client in some improvement you thought unworthy of consideration, or perhaps casually mentioned in a conversation soon forgotten.

Fourth - If you can, verify all the charges and make sure you have been given all the credits; if you cannot do this yourself, refer the schedule to some one who can. Unless you have made sure that the rate is the lowest that can be secured and have suggested all feasible improvements, you have not done justice to your client and are always subject to the competition of some more progressive and skilful broker.