📖 How to read this playbook (and how I read the FigJam)
Each page below is one decision point from the top-level map — one "play." The left pane recreates the FigJam tree exactly as drawn (same branch labels, same terminal boxes); the right pane is the same tree flattened into path → terminal state rows, so every route to an outcome can be checked line by line.
How I read each board: start at the entry decision, walk every arrow to a terminal box, and record the full condition path — then capture the sticky notes separately, because they answer a different question: not "what's the rule?" but "what do we do when the field is MISSING?" (look it up, assume a default, or follow up). Where two arrows overlap and the wiring is genuinely ambiguous, I did not guess — those became the questions at the bottom of the page.
Dashed-underlined terms open a ? glossary dialog — the shared vocabulary (UWing period, Knox Box, KYC, P(F), RCE…) captured while reading. Each page also notes where an agent helps: the exact spots a decision would stall on vague or missing info, and whether the unstick is a lookup, a derivation, the board's own assume-and-verify default, or one scoped question.
Profile (KYC)
Who is being insured — KYC > 5 opens the play; the bands decide how far liability terms bend before declining.
I read this as a NEGOTIATION LADDER, not a flat rule list: each band starts by excluding liability, and every time the restriction is a deal-killer the playbook offers the next-weaker position (exclusions package → premises-only → decline). The striking design choice: reputational damage to Zen Insurance short-circuits everything — brand risk outranks premium.
| Path | Terminal state |
|---|---|
| Reputational damage to Zen Insurance | DECLINEDecline — regardless of everything else |
| KYC 6–7 and in the spotlight → exclude liability accepted | OK / QUOTEwrite with liability excluded |
| … exclusion is a deal-killer | REQUIREoffer Social Media + Libel/Slander exclusions + Defense within Limits |
| … Defense-within-Limits is a deal-killer | REQUIREswap to the exclusions + Premises Liability Only |
| … any of THOSE are deal-killers | DECLINEDecline |
| KYC 6–7 but private → exclusion deal-killer → premises-only deal-killer → profile skews favorable | OK / QUOTEAccept as is |
| … profile skews adverse | DECLINEDecline |
| KYC 8–10 → exclude liability; if that is a deal-killer | DECLINEDecline (no ladder for the top band) |
- The KYC sticky is an agent task verbatim: name search + lawsuit check, summarized into a dossier — the underwriter reads a one-paragraph profile brief instead of doing the googling.
- The concession ladder is perfect prep-work: an agent can pre-assemble each rung (which exclusions, which endorsement texts) so the broker negotiation moves at reply speed; the DECISION at each rung stays human.
- Who produces the KYC score (an internal screen? a vendor?) — and is 1–10 the settled scale?
- For the private 6–7 band, “profile skews more favorable/adverse” is the deciding judgment — are there written criteria, or is that intentionally underwriter discretion?