Insurance Banter with Burand & Borup: Recent Episodes
Paul
For decades, agency owners have been told that growth requires hiring more people, adding more technology, and building larger teams. But what if the opposite is true?
In this episode of Insurance Banter with Burand & Borup, Chris Burand and Paul Borup are joined by agency management experts Mary Belka and Cheryl Koch of Agency Management Resource Group. With more than 30 years of consulting experience, they've helped independent insurance agencies dramatically improve profitability, productivity, and operational performance.
The conversation explores why many agencies suffer from business model problems rather than staffing problems, why leadership discipline matters more than technology, and why the best-performing agencies often have fewer people doing more meaningful work.
You'll also hear why AI is a powerful tool but not a replacement for knowledge, experience, and sound agency management.
Whether you're an agency owner, producer, operations manager, or account manager, this episode offers practical insights that can improve your agency's efficiency, profitability, and long-term value.
In this episode:
- Why some insurance agencies can actually become "too profitable" for buyers
- The surprising truth about staffing shortages in independent agencies
- Why business model problems are often mistaken for personnel problems
- How leadership discipline drives agency profitability
- The difference between education and training in developing great account managers
- Why technology alone hasn't improved agency productivity
- The proper role of producers versus account managers
- Performance-based compensation and accountability
- Why specialization creates stronger agencies
- The opportunities and limitations of AI in insurance
About Our Guests
Mary Belka and Cheryl Koch are nationally recognized consultants specializing in independent agency management, operational efficiency, organizational design, education, and Errors & Omissions risk management. Through Agency Management Resource Group, they have spent more than three decades helping agencies increase productivity, improve profitability, and build sustainable operating models.
Connect with Our Guests
Agency Management Resource Group
Email: Cheryl@AgencyManagement.com
Call: Mary (503) 866-5704
In this episode of Insurance Banter, we sit down with Kevin Donoghue, Founder of Mystic Capital Advisors, to unpack what’s really happening in the insurance agency M&A market.
From collapsing public broker multiples to AI-driven staffing cuts, Kevin shares insider insight into how agency valuations are changing and what sellers need to know before entering the market.
We also dive into:
- Why private equity-backed buyers are still aggressively acquiring agencies
- The surprising number of buyers most agency owners never hear about
- How brokers can increase agency sale valuations dramatically
- The hidden conflicts of interest many sellers overlook
- Why due diligence should go BOTH ways
- The risks of excessive leverage in agency roll-ups
- How top producers and employment agreements impact agency value
- What sellers should understand about earnouts and equity structures
If you own an insurance agency, are considering a future sale, or simply want a clearer understanding of where the market is heading, this conversation is packed with practical insight.
Key Takeaways
- Public broker EBITDA multiples have compressed significantly
- AI concerns are reshaping investor expectations
- Private equity still has substantial capital to deploy
- Sellers should focus on both valuation and buyer fit
- Specialized M&A advisors can materially improve outcomes
- Buyer financial strength matters more than ever
Guest Information
Kevin Donoghue
Founder, Mystic Capital Advisors
Email: KPD@mysticcapital.com
Phone: 617-901-8747
Episode Summary:
Chris and Paul are joined by Jerry Messick of Unity Captive to explore the realities of captive insurance—beyond the polished sales pitches. They break down when captives are a powerful tool for risk management and profitability—and when they can lead to serious financial and regulatory trouble.
Captive insurance is often sold as a silver bullet—but is it a smart risk strategy or a ticking time bomb? In this episode, we cut through the hype and unpack what actually makes captives work… and what causes them to fail.
From IRS scrutiny to due diligence mistakes, this conversation highlights the difference between using captives strategically versus chasing tax-driven schemes. If you’ve ever considered a captive (or advise clients who have), this episode offers a grounded, experience-driven perspective you won’t hear in most presentations.
Key Takeaways:
- Captives work best as a risk management strategy—not a tax play
- Why loss ratios and risk profiles determine captive success
- The importance of due diligence (on both the model AND the people selling it)
- Common reasons captives fail—including IRS challenges and poor structuring
- How owning your own risk changes behavior and improves outcomes
- Why more than 50% of commercial premiums are shifting to alternative markets
- The growing role of group captives and long-term client retention strategies
Chapters / Timestamps:
- (00:00) Introduction & guest background: Jerry Messick
- (01:00) What Unity Captive does & industry experience
- (02:30) The reality of captives: when they work vs. when they don’t
- (04:20) Why many captives fail (and IRS concerns)
- (05:00) Due diligence: questions you must ask before joining a captive
- (06:50) Captives as true risk ownership—not risk transfer
- (08:00) Improving loss control & operational behavior
- (10:15) Industry trends: growth of alternative risk markets
- (11:40) Group captives and long-term strategy
- (13:00) The future of the insurance industry & attracting new talent
- (16:00) Why insurance careers are more dynamic than you think
- (17:20) Final thoughts: integrity and client-first mindset
Contact:
- 🌐 Unity Captive: https://unitycaptive.com
📞 Phone: 405-550-2651
In this episode of Insurance Banter, Chris and Paul sit down with Greg Burton, former CEO of BrickStreet Insurance, to unpack one of the most remarkable turnaround stories in the insurance industry.
Greg shares how he stepped into a failing workers’ compensation system in West Virginia—losing $1 million per day with billions in unfunded liabilities—and helped lead its transformation into a successful private insurance company.
Key Topics Covered:
- The Breaking Point: What a collapsing state-run system looks like from the inside
- Leadership in Crisis: How to step into chaos and create clarity
- Cultural Transformation: Shifting mindset from “claimant-first” to “customer-first”
- Privatization Decision: Why moving from government to private market was essential
- Building From Scratch: Launching a fully operational insurance company in just 9 months
- People Over Process: Empowering existing employees and bringing in the right talent
- Lasting Impact: How reforms reduced workers’ comp rates by over 80% and reshaped a state’s economy
The insurance industry markets expertise, but in many states the legal standard of care says something else: agents often aren’t required to advise clients what to buy, and the insured is expected to read and understand the policy anyway. That’s not professionalism. That’s outsourcing risk to the least-informed party in the transaction.
Chris and Paul go straight at the contradiction: we mandate CE while tolerating an order-taker standard that protects mediocrity and punishes agents who do the job correctly. They draw a hard line between “real education” and cheap CE mills, explain how the system incentivizes underinsurance, and break down why the fear of higher standards driving more E&O claims doesn’t hold up in practice. This episode challenges the industry’s favorite fiction: that the current model is defensible because “that’s how it’s always been.”
In today’s episode, Chris sits down with Jon Persky (Optimum Performance Solutions) to unpack what’s actually happening in the insurance agency M&A market—and what agency owners keep getting wrong when buyers come knocking.
You’ll also hear a blunt breakdown of the biggest risk in today’s deals: taking part of the purchase price in buyer stock—especially when it’s not liquid, not publicly traded, and can come with restrictions most sellers don’t fully understand.
You can reach Jon through his website at https://www.optperform.com/
In this episode of Insurance Banter, Paula and Chris welcome back Mark Robinson for a practical conversation on how agents and brokers should respond to Department of Insurance (DOI) consumer complaints—and why these letters should be taken seriously, even when the complaint feels minor or “garden variety.”
What You’ll Learn
- What a Department of Insurance complaint actually is (and what it’s not)
- Why agents shouldn’t panic, but must respond seriously and quickly
- How DOI complaint responses can expose broader issues like licensing or premium handling
- The biggest mistakes agencies make when responding to regulators
- How fees and disclosure failures can become major complaint triggers
- When you should involve an attorney—and when you may not need one
- Practical steps to reduce complaints before they ever get filed
If you'd like to connect with Mark, his contact information can be found here:
https://www.mrllp.com/
In this episode, we sit down with one of the most effective insurance lobbyists in the industry to talk about why insurance keeps losing the public narrative, why honesty and expertise matter more than money, and what happens when even insurance executives stop believing in their own product.
Show Notes
- Why insurance lobbying keeps losing: Too few resources, too much territory, and “hired-gun” lobbyists who don’t actually understand how insurance works.
- The two things that make a lobbyist effective: Be the real expert in the room—and be scrupulously honest (because “you only get to lie once”).
- The bigger threat than tort reform: Public trust + affordability. When even insurance executives say they’ll drop homeowners coverage, the industry is headed toward adverse selection and a consumer backlash—unless carriers change their mindset and show up with leadership, not silence.
Chris and Paul are joined by Jim Caragher from the CIB Group (https://thecibgroup.com/) to chat about producer recruitment.
Producers don’t fail—systems do. Why agencies that rely on luck and “shovel-ready” hires struggle, while those with real sales playbooks see 70%+ success rates.
- Why recruiting outside insurance works. How proven B2B salespeople from other industries thrive when given structure, mentorship, and a clear path to renewals and residual income.
- Building producers builds agency value. How validated next-gen producers dramatically increase agency valuation and attract private equity buyers.
Chris and Paul are Joined by Jeff Mango from AM Best. They discuss the growth of MGAs/MGUs and other Delegated Underwriting Authority entities in the market. Those types of operations now make up a material portion of the insurance distribution network and this discussion will help you better understand the shifts in the marketplace.
Chris and Paul are joined by Frank Pennachio to discuss the often unrecognized risk in self-funded health plans and his new book The Silent Danger.
Chris and Paul welcome Don Grimm from Archer Actuarial to the podcast.
They discuss what impact, both direct and indirect, the recent tariffs will have on the insurance industry.
If you'd like more information on the educational offerings Don mentioned, please feel free to reach out directly to him:
(215) 205-9425
Don.Grimm@ArcherActuarial.com
https://archeractuarial.com/
Insurance policies are long and complex. At the time of a claim, one section is especially important, understanding your duties as a policyholder. Mara Essick from Merlin Law Group joins Chris and Paul to talk about some of those responsibilities and their importance.
You can learn more about Mara here:
https://www.merlinlawgroup.com/attorneys/mara-essick-esq/
Mara's article discussed in the podcast can be found here:
https://www.propertyinsurancecoveragelaw.com/blog/avoid-claim-denials/
Jason Bogart and Bo Eaton from Deep Customer Connections join the podcast to talk about underwriting flexibility...what it is, what carriers get wrong when developing go to market strategies, and more!
Chris and Paul discuss the recent whitepaper disclosure in the Florida Legislature along with the current state of the homeowners market.
A few key topics:
- Are people served better when a regulator reduces standards?
- Is the industry living up to it's responsibility to the public?
- The rising trend of people not buying property coverage
Chris and Paul are joined by Katherine Hempstead. They discuss her book Uncovered: The Story of Insurance in America.
The conversation touches on the NAIC, The Affordable Care Act, Gaps between what people want to buy and what is actually offered in the market place, and why people have hostile attitudes against insurance companies.
Katherine has graciously provided the following discount code (that works at Oxford):
ASFLYQ6
Links to buy book:
https://www.amazon.com/Tolerance-Risk-Hempstead/dp/019009415X
https://academic.oup.com/book/57381
Finally, you can find more about Kathrine here:
https://www.katherine-hempstead.org/
Thanks for listening and we'll talk with you next time!
Chris and Paul caught up in February to discuss the state of the insurance market, where the inefficiencies are, and what needs to be addressed to make improvements going forward.
Also, this is the first episode where we used AI to edit...let us know what you think!
Chris and Paul are joined by Brad Roblin, the founder/owner of Pro Workforce Performance.
They discuss how Brad took the tools he learned in professional baseball to improve every industry, including yours!
How can a business improve their human factors, no matter the environment?
What can a business owner be game planning with their risk management team to give them a competitive edge?
All this plus our first round of listener feedback.
If you'd like to have an exploratory conversation with Brad, he can be reached at Brad@movement.team.
We are back! 2025 has been busier than ever and we have a solid pipeline of episodes that are sure to make you better insurance professionals.
Chris and Paul are joined by Jim Gardner from ViewSpection to talk about how agencies can become more proactive in the inspection process.
They discuss how to mitigate premium increases, help clients at the time of a claim, and improve relationships with carriers. They also address how underwriters can improve their workflow and documentation.
This year, we want to hear from you! Please send your feedback and stories to info@burand-associates.com. We'd love to have you...or your story...featured on a future podcast.
Thanks for listening!
Chris and Paul are welcome Bill Teubel to the podcast to discuss Producer/Employee development.
The 'evergreen' problem in the insurance industry is talent development and Bill has developed the best platform that Chris and Paul have seen. They explore how to purposefully develop people in your organization.
Bill's platform can truly transform your organization with REAL and ACTIONABLE development plans.
You can learn more by contacting Bill at teubbi@yahoo.com
Chris and Paul review 2024 and go out on a limb to prognosticate on what 2025 has in store for the insurance industry.
Chris and Paul are joined by Mary Guzman from Crown Jewel Insurance.
They discuss:
- What is a trade secret
- Why the most valuable asset many businesses have isn't covered in the tradtional marketplace
- The risks and costs many of your clients and prospects have when it comes to trade secrets
You can learn more about Mary and her firm at www.crownjewelinsurance.com. Shoot them an email at info@crownjewelinsurance.com to learn more.
Don Phin joins Insurance Banter to chat about HR issues in agencies. Memorable quotes include:
- A fair days wage isn't what you say it is...it's what the market says it is
- You need to move from expectations to agreements
- Put water cooler conversations on the calendar for remote employees
If you'd like to get in touch with Don, please check out his website at https://www.donphin.com/.
Chris Boggs joins Insurance Banter to talk about:
- As an agent, is it better to advise on coverage or price?
- Why he chose to move into consulting
- The current state of continuing education
- and more
Chris built a long career as an agent, a carrier employee, an educator and an insurance book author. No matter how long you've been in the industry, you will gain some valuable insight from this conversation!
Adam Klug of Specialized Recruiting Group joins Chris and Paul to talk about:
- Identifying the right talent for your team
- Why an Employee Value Proposition is so valuable
- Creative ways to find the right talent for your team.
Chris and Paul are joined by Skylar Romines to discuss:
- What prompted her to make the move from brokerage to owner's representative
- The current challenges Skylar sees in the insurance market landscape
- How she thinks the industry can best serve people going forward
Skylar is the Founder of ATW Advisors, an independent risk advisory and owner's insurance rep firm. You can find out more here: https://atwadvisors.com/
Chris and Paul had a great discussion with Russ Banham. The conversation was wide ranging and VERY interesting.
Where else will you find a conversation touching on Meatballs (the movie), Hank Greenberg from AIG, the importance of a mentor, and Russia?
Who knew insurance could be involved with spy-craft, popular culture, Broadway, the Pulitzer Prize, climate change, and a bill you'll be getting in the mailbox sometime soon?
Russ started his association with the insurance industry as a reporter for the Journal of Commerce back when newspapers were actually a thing!
This is a wide ranging conversation. Surprisingly, you can learn why specialization is important for your career and start thinking about why the industry is headed for regulatory problems if they don't start doing things differently...all in the same episode.
We hope you enjoy the conversation as much as we did.
If you want to learn more about Russ, please check him out at https://www.russbanham.com
Mark Robinson from Michelman & Robinson, LLP joins Chris and Paul again to take a deep dive into Carrier / Agency Agreements.
How do you know the agreement your about to sign will help your business in the long term?
What are the limitations it places on the authority of both parties?
As an agency, the value of your business is closely tied to the expirations (or X-Dates) of your clients. How is that section addressed in the agreement?
Finally, they talk about a few common pitfalls to look out for.
If you'd like to engage with Mark's firm, please visit the website at www.mrllp.com.
If you need to get in touch with Chris for other consulting issues, he can be found in cyberspace at www.burand-associates.com.
Finally, if you are on X (formerly known as Twitter), please give us a follow at https://x.com/insurancebanter...we are old dogs trying to learn new tricks and would love for our friends to come along for the journey!
What is holding you back as a salesperson and how you can overcome the roadblock(s) and experience greater success?
Chris and Paul are joined by Connie Kadansky to explore this topic in greater detail.
If you'd like to contact Connie, she can be reached at:
connie@exceptionalsales.com
www.exceptionalsales.com
(602) 380-5431
Chris and Paul are happy to be joined by Greg Lang from Reinsurance and Insurance Network (RAIN), LLC (http://rainllc.com) to continue the conversation around Captive Insurance.
Greg is an instructor for an upcoming course presented by the International Center for Captive Insurance Education (https://iccie.org/course-catalog/reinsurance-and-other-risk-transfer-mechanisms).
This discussion focused on fronting carriers in the captive insurance space. They discussed what role fronting carriers fill, risks and costs involved, general timelines, and current examples in the marketplace.
Fred Fisher returns to discuss absolute exclusions. Have a copy of your E&O policy ready if you are an insurance agent as you listen to this one! You may want to negotiate new terms and conditions!
Do absolute exclusions negate the traditional maxims of insurance like:
- Reasonable expectation
- Contracts of adhesion
- Coverage should be broad and exclusions narrow
A very insightful discussion that just may change how you view the industry...no matter where you sit!
Chris and Paul are excited to be joined by Fred Fisher to discuss how Independent Agencies can compete with the "Big Boys".
The three topics they explore:
- Why is this a problem for Independents?
- What is the Difference in the approach
- How can independents compete?
If you haven't sold out yet...this is the episode for you!
Chris and Paul welcome back Mike Strakhov from Live Oak Bank to discuss how the hard market has impacted agency financing. You can reach Mike at michael.strakhov@liveoak.bank.
Chris and Paul are joined by Mark Angelucci, SVP and Head of the Specialty Lines division at Utica National. Mark shares trends, insights, and loss control tips on how agencies can avoid E&O claims...plus, he tells some great stories.
Chris and Paul are joined by Frank Noyes from Noyes Insurance Consulting. The conversation focuses on how an agency can create an insurance program. They discuss carrier/agency rapport, the value of creditable data, and common expectations around what success looks like,
If you'd like to follow up with Frank, he can be reached at (804) 205-0548 and at www.noyesinsuranceconsulting.com.
Chris, Paul, and Connie from Exceptional Sales discuss the root causes of sales call reluctance and the need for a more strategic and research-based approach to sales. They also highlight the limitations of automated digital tools and the importance of developing strong professional relationships for referrals and support. Lastly, they emphasized the importance of effective communication, particularly in delivering bad news to clients, and the promising market conditions for new producers.
Anurag Shah from Aureus Analytics joins Chris and Paul to discuss the proper usage of AI. What role to ethics play, how is accountability measured but most of all they focus on how it is a tool to be used by humans, and NOT a substitute for humans.
Highlights include a discussion around automation vs. analytics vs. AI.
They touch on the regulatory environment, or lack thereof.
Finally, Chris offers his first movie recommendation...and not to be outdone Anurag gives his his recommendation for how to take advantage of your Netflix subscription this month by watching a specific documentary!
Bob Ford joins Chris and Paul to continue the conversation around behavioral styles. In this episode they explore how to improve agency management thorough awareness of different behavioral styles among staff members.
Chris and Paul are joined by Jason Bogart from Deep Customer Connections to chat about:
- What portions of the DCC Index are most correlated with growth
- Expense considerations when evaluating growth strategies
- What problems underwriting inconsistency creates
Chris and Paul are joined by Greg Lang from RAIN, LLC. They discuss how reinsurance impacts captives, MGA's, program managers, and the alternative risk transfer market. They review the changes in this segment of the industry and explore what is to come and how an agent can take advantage of the innovations.
Chris and Paul are joined by Piers Dormeyer from EagleView to discuss how carriers and agents can address economic headwinds (along with an aging workforce) to operate more efficiently in this challenging marketplace.
Chris and Paul talk about agency appraisals and the ethics involved in valuing an agency. While the M&A market has slowed, there are still a significant number of transactions. What should you be on the lookout for when valuing your agency?
Plus, this is Episode 50! Quite a milestone.
Anurag from Aureus Analytics joins Chris and Paul for a follow up discussion on AI. The conversation dives into how to grow your agency using AI. The discuss the difference between the 'neat to have' and what can really drive improvement in your organization.
Chris and Paul chat about the current state of the industry and what may be causing all the craziness we are experiencing
Chris and Paul are joined by Anurag Shah of Aureus Analytics, where they discuss:
AI Implementation and Its Potential Benefits
AI: Myths vs. Reality
AI's Potential in Insurance Industry
It seems like the insurance industry is undergoing a dramatic shift in distribution, with a new MGA popping up almost every day.
Mark Robinson joins Chris and Paul to talk about what a Managing General Agent is, what to look for in contracts, and some things to think about if you are considering starting or doing business with a MGA.
Bob returns to talk in more depth about how producers can increase their hit ratio by understanding the behavioral styles of their clients and prospects. We discuss what to look for and how to identify the best approach to use in the first two minutes of a conversation.
Chris and Paul are joined by Greg Williams, Senior Director of Analytics at AM Best.
This episode focuses on the increased role of the Delegated Underwriting / Managing General Agent and the headwinds and tailwinds the industry is currently facing. Greg covers recent market dynamics that led AM Best to begin assessing the strength of MGA’s – including increased interest in demonstrating transparency and accountability to capacity providers, investors, intermediaries and regulators. Finally, Greg provides an overview of the Performance Assessment and explains how AM Best evaluates Delegated Underwriters/MGAs and provides some recent examples.
Chris and Paul are joined by Chris Williams who recently sold his agency and 'eased' into retirement. Chris W. shares his story, tells listeners what he did right and what he would do differently with the benefit of hindsight. It is a perspective you don't normally have when thinking about a sale or the transition to retirement.
Chris and Paul discuss some plausible reasons for the current hard market...and it has nothing to do with reinsurance availability or pricing!
Chris and Paul are joined by Brant and Matt of Curbow Law to discuss key issues surrounding the buying/selling of an insurance agency.
What are the key transaction terms and documents you should be aware of?
How do you best share information between parties?
Why should you rely on a legal specialist rather than just use your trusted legal provider?
Join us to find the answers to these questions on this installment of Insurance Banter.
In this episode, Chris and Paul are joined by Bob Ford to discuss behavioral styles in selling.
How does a producer gain trust?
How do successful salespeople adapt in an ever changing environment?
Why doesn't the Golden Rule work in insurance sales?
Find out the answers to these questions (and more) in our 40th episode!
Chris and Paul are excited to welcome Al Rhodes and Michelle Bradley from Sigma Actuarial Consulting Group and Risk 66 to the podcast. They discuss current trends in the captive insurance space, how a company can start the journey to forming a captive, and what emerging risks are being addressed.
You can learn more about what Al and Michelle are up to by visiting sigmaactuary.com
Chris and Paul are joined by Jason Bogart from Deep Customer Connections. The discussion centered around how insurance carriers can grow legitimately, without tricks, in the independent insurance agency space and what tactics they can use to grow faster than the industry norm.
You can learn more about Deep Customer Connections at www.deepcc.com.
Mark Robinson from Michelman & Robinson joins Chris and Paul to discuss a few business practices that often challenge agencies. What exactly can an unlicensed employee do in the agency? Can you pay referral fees for business? What process should you set up when charging fees to clients?
A lot can be learned from this in depth discussion. If you'd like to know more, Mark's website is: https://www.mrllp.com/field/insurance/
Bill Wilson makes his first appearance on Insurance Banter to discuss why insurance isn't a commodity and how agents can stand out from the crowd. We always learn something new when we talk with Bill...and hope you will come away with a few nuggets from the podcast!
Jon Persky from Optimum Performance Solutions joins Chris and Paul to talk about his favorite perpetuation horror stories. It's been said what can go wrong, will go wrong. Here's a chance to learn from other's mistakes so you don't make them yourself!
Chris and Paul are excited to be joined by Jeff Albright from the IIABL. They discuss what the independent agents in Louisiana have learned from the recent hurricanes and get into a discussion about how carrier operations and agency relations have changed over Jeff's 40+ year career.
Chris and Paul are joined by Mark Robinson and Ryan Hong from Michelman & Robinson, a full service national law firm.
The discussion focuses on the common pitfalls when selling an agency, what goes into a letter of intent, and what advisors you should engage. Even if you aren't interested in selling your business now there are tips on what you can do day to day to improve your business and increase value.
Chris and Paul are joined by Chris Behymer from Markel Specialty. They discuss how to provide value to clients, the role of education in that process, and end with a discussion on surplus lines.
Chris and Paul are joined by Jim Caragher from The CIB Group to discuss successful producer recruiting strategies and how to set your agency apart.
Chris and Paul welcome Connie Kadansky from Exceptional Sales. This discussion focuses on increasing the chances of success by using the SPQ Gold Assessment at the time of hire and for developing your current producers.
Chris and Paul welcome Brandt Bowman and Matt Curran from Penwell Bowman + Curran, LLC. The discussion centered around legal issues during all phases of an agency lifecycle. We discuss what to look for in a law firm and the various types of contracts and agreements you should consider for your business.
Chris and Paul and welcome Anurag Shah from Aureus Analytics. The discussion focused on innovation and how technology can impact talent in your organization.
Adam Klug from Specialized Recruiting Group joins Chris and Paul to discuss how to attract employees in this environment, the importance of career mapping, and how strong leadership can improve employee retention.
Tracy Goodwin from Captivate the Room joins Chris and Paul to discuss how to use your true voice when interacting with clients and prospects.
Chris shares the story of how he got started in insurance and then made the move into consulting. It's a fun and enlightening conversation.
Jim Gardner, CEO of ViewSpection, joins Chris and Paul to talk about how agents can use the inspection process to help their clients and differentiate them from the competition.
The vast majority of information around the sale of an insurance agency focuses on financing structures. In this episode Chris and Paul are excited to welcome Jay Brenneman to discuss the psychology of ownership transitions. How does an owner decide to move toward a legacy transition or a sale successfully? Why is it important for an owner to develop personal goals outside of the business? At what age should they start a dialogue about their ideal transition scenario? Listen in as Jay imparts his wisdom. This is a topic you won't hear anywhere else.
Chris and Paul are pleased to welcome Brian Turner to the podcast. Brian shares some great insights into Employee Stock Ownership Plans (ESOPs). An ESOP may just be what you are looking for when planning for the perpetuation of an insurance agency.
Chris and Paul discuss the recent news that P/C Industry surplus was more than $1 trillion for the first time in history. What is surplus and what does it mean for your agency? Based on that good news, is the marketplace behaving as one would expect? Listen in and Chris provides some great insight into those questions.
Chis and Paul welcome Jacqui Calder from Behavioral Sciences Research Press. For over two decades Jacqui has helped hiring managers identify candidates with raw prospecting talent and sales managers elevate the comfort level of their current sales people with the prospecting process. She references a blog post "Why Personality Testing Often Comes Up Short" in this episode. That article can be found here: https://callreluctance.com/blogs/why-personality-testing-often-comes-up-short
Chris and Paul explore the most concerning exposures that business owners face: Business income loss, natural disasters, and cyber.
Chris and Paul welcome Art Betancourt to the podcast. Art is the Principal and Founder of AEBetancourt. He has worked with hundreds of organizations of all industries and sizes to develop and implement effective talent strategy solutions. They explore current staffing challenges and strategies for attracting and building a strong team for the future
Paul and Chris discuss the current state of the Cyber market and whether agents really know what they are doing when selling this important coverage.
Chris and Paul talk about what it means to be a professional and how that applies to the insurance industry.
Chris and Paul discuss why there are so many insurance practitioners that don't believe in or have confidence in what they are selling. What impacts does that have on their ability to be successful and how does it impact the industry in general?
Chris and Paul welcome Rob Ekern to Insurance Banter to discuss TCOR (Total Cost of Risk) in depth as they explore how agents and brokers create real value for their clients.
Brent Winans joins Chris and Paul to discuss what an agent's duty to find coverage for their client is. There are general suggestions on how agents can avoid an E&O suit. However, each scenario is fact dependent and the standard of care an agency has varies by state and situation.
Chris and Paul are joined by Jason Walker, the founder of Agency Insurtech. In this episode the group discusses how an agency can evaluate all the shiny new insurtech available in the market today. Get ideas on how to successfully implement new technology into your agency and hopefully avoid vaporware and disappointment.
Chris and Paul dive into what a client thinks when there is an E&O issue and why it is important to take that perspective into consideration.
In this episode, Chris and Paul discuss why carriers seem so focused on changing the independent insurance agency distribution model when so many entities (new and old) are making greater investments into independent agencies.
Chris and Paul discuss the current state of the market, why this hard market is different than past hard markets, and how the mix of business a carrier has may drive their responses.
Chris and Mark discuss what the just released New York State Department of Financial Services guidelines mean for the industry. They then move on to discuss how the recent SolarWinds breach is different than what we've seen in the past and explore how that impacts the advice you give clients.
Chris and Mark discuss what types of cyber expenses are often overlooked and what boards of directors are missing when looking at cyber coverage.