On Point - Insurance Journal

Parametric ‘No Longer a Niche Product’

Ashley Waldrop — Mon, 18 May 2026 10:00:05 +0000

Parametric insurance is expanding in usage, particularly when paired with traditional policies, according to Dr. Megan Linkin, who heads the parametric natural catastrophe team in the Americas for Swiss Re Corporate Solutions. On this installment, Megan outlines the benefits of parametric, which settles claims based on the intensity of the event itself versus estimated property loss. (Example: amount of rain or level of wind speed.) Parametric is transparent in what is covered, the claims settlement is quick, and the funds can be used immediately for a wide range of uses, Megan says. “It covers things your insurance policy does not. You can use it to jumpstart your recovery efforts.” While public entities were early adopters of parametric, it also is resonating with hospitality, retailers, construction project owners and manufacturers. “It’s no longer a niche product; it’s an accepted insurance product,” she says. Megan grew up fascinated with meteorology, and recalls being glued to Weather Channel’s coverage of Hurricane Andrew in 1992. “We can observe storms, but there’s nothing we can do about them,” she says. “We have to prepare for them and live with them.” We also dive into a favorite topic for we two Jersey natives: food!

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Consulting Critical for Benefit Brokers

Ashley Waldrop — Mon, 04 May 2026 10:00:48 +0000

Employee benefits is “a fast-growing vertical” that often outpaces the rest of agents and brokers’ p/c business, says Tammi Shapiro, who leads benefit solutions at Applied Systems. On this installment she covers the value of technology in a complex and process-heavy space. But more than tech and efficient processing is needed, she says. With research showing a third of employers are considering changing brokers in the next 1-3 years, consulting and advisory about developments such as industry trends is critical. “The human being needs to be the consultative part of the process,” Tammi says. Amid all the agent and broker M&A activity, the value of change management is often overlooked, she adds. “Tech and AI is a critical part of the story, but it’s not the only piece. While AI drives digital transformation, it can’t be successful without organizational transformation. “Yes, you need to invest in new technologies,” Tammi says, “but you also have… to train people who have done things the same way for decades. Use AI to almost reimagine how work gets done. When you’re doing things the same way, that doesn’t scale.” For insurance careers, AI “resets the playing field,” Tammi says. “There is a window now for someone wanting to grow their career. Ask yourself, ‘How can I embrace it and have my teams embrace it?’ And almost leapfrog.”

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Quantifying Investment in Brand

Ashley Waldrop — Mon, 20 Apr 2026 10:00:22 +0000

We all love our favorite consumer brands. We feel like they understand us, like good friends. Why? In part because for years they’ve invested in branding targeted to us. Those investments are often difficult to explain to insurance finance pros, as insurance organizations typically grow by buying talent, books of business, and other firms. Insurance industry branding guru Lorraine Jeckells joins us to research she says will tie long-term branding investments to growth—specifically in the insurance industry. That’s just the ammo insurance marketers need, she says. “Share of voice equals share of market. The data is there, but mostly in the B2C world.” While insurance leaders are reassured by ROI showing results of tactical digital marketing campaigns, “on the brand level you’re still see a lot of underinvestment.” Lorraine is incoming chair of the Insurance Marketing & Communications Association, which hosts its annual conference in June. She will unveil the research results at the conference. Lorraine also outlines reasons for young people to join a dynamic industry like insurance. She encourages young professionals to “be brave, even if you doubt yourself. Everyone doubts themselves. It doesn’t matter how senior or impressive they are, they always have the little worry of failure. The difference is doing it anyway.”

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Fun with Financials

Ashley Waldrop — Mon, 06 Apr 2026 10:00:42 +0000

What could an insurance company finance guy bring to the On Point Podcast table? Turns out a lot of insight about the business… And some fun as well. We chat with Rob Looney, Westfield’s CFO. Rob grew up destined to be a numbers whiz—his mom was an insurance exec herself and his dad a banker. He is rooting for his peers around the insurance business to be more strategic, analytical and long-term focused—versus just crunching numbers. Finance professionals “are no longer in silos,” Rob says. “We used to just audit what happened in the past. Now we really require a focus on next year and the year after that.” He says an ideal state is for insurance leaders to be “calling finance before they make a decision… instead of just asking about last year.” Rob sees his leadership role as helping people do their jobs better and faster. “It’s very important to make decisions with sometimes imperfect information and stay calm under pressure,” he says, adding: “I tell people I want to hear about bad news right away. I’m not going to kill the messenger. I learned early on that clarity matters. I cannot possibly micromanage people who work for me, so I need to know what matters and teach them to make decisions and take risks—as long as they can back it with reasoning.”

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Middle Ground is Collapsing

Ashley Waldrop — Mon, 23 Mar 2026 10:00:19 +0000

After working at carriers for 20 years, strategic consultant Brando Guerrero offers up some strong opinions on the future of insurance distribution. Listen as he dishes out some tough love. Driven by tech and competitive forces, the model is splitting into two very different paths, he says. Path 1 is high-touch, relationship-driven distribution, with independent agents providing consultative advice, deep expertise in complex risks, and higher premiums justified by service and risk selection. Path 2 is low-touch, tech-enabled distribution, with direct-to-consumer platforms, straight-through processing, and volume play with razor-thin margins. “Trying to be both won’t work, Brando argues. “Carriers that try to compete on price and service end up being mediocre at both.” He outlines ways carriers can get out of the middle. Who are the real winners in all of this? Probably MGAs and program administrators, Brando says. “They can bridge both sides with narrow risk classes. Their entire model is built around specialization. They don’t have the legacy problems carriers have. They can gin up capacity and go to the market very fast.” Agents and brokers too must face the music: Specialization is key. “If you’re a generalist agency trying to be everything to everyone, you’re in the same trap as a generalist carrier.” Brando is bullish on the future of the IA channel, especially for more complex risks. “Relationships have become more important. You need a human who understands the risk. AI can’t do that.”

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‘Scrappy’ Learner Champions AI in Claims

Ashley Waldrop — Mon, 09 Mar 2026 10:00:20 +0000

Here’s an engaging chat with Heather Wilson, who challenged herself early to grow in her career—starting with Girl Scout cookie sales in grade school. Then, professional work beginning as a teenager in health care and financial services consulting in Japan and Russia launched a tech career. “I was just mesmerized” by data, she says. “I had a knack for language and…data was a language to me. I had an epiphany, and it was: This is the future. Not just for financial services, but for every industry.” Today, Heather is CEO of CLARA Analytics. The firm provides AI-driven models for carriers and self-insured firms to improve back-to-work and litigation reduction in BI claims. The claims process will improve, she says. Today, the adjuster’s load is very task oriented and administrative. “We will see AI take those over. Then the adjuster can really spend time with the patient and gain trust…” Heather says the insurance business doesn’t get enough credit for adopting change. “I find insurance executives are right there with other industries. They’re in their labs trying new things. All of them are just trying to figure it out, given the environments they’ve inherited…” In the same way she was mentored by teachers and bosses, Heather outlines some advice for young professionals: “You are going to have to do some grunt work and be scrappy at times. Learn the details. Have a work ethic. Be the eager beaver, be a listener and learner. Sign up for more, go the extra mile. Attitude is so worth it.”

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Underwrite People First and Foremost

Ashley Waldrop — Mon, 23 Feb 2026 10:00:58 +0000

We check in with Joe Zuk, an insuretech guru with private equity firm Altamont Capital Partners. It’s an “exciting” time to evaluate new and established firms, he says. After a bit of a lull in insuretech chatter over the last few years, “Now we’re seeing a resurgence.” Joe outlines several categories of action: Augmented underwriting vendors using third-party data to bring risk fidelity and granularity in underwriting and claims. Data organizers using large language models to organize foundational data in the insurance value chain. Predictive AI in climate, weather tech and liability. Category disruptors working to upset the value chain in going direct to consumer or truncating the value chain with AI or other technology. And the MGA and program sectors remain hot. At the same time, AI is not a panacea, Joe cautions. “We still work in a heavily regulated industry… A lot of folks are saying lets slap AI onto everything and surely that’ll be the fix. I’m really worried about a loss of institutional knowledge and foundational and fundamental skills in underwriting, risk selection, aggregation management and claims. And let’s not forget the relationship aspect of it.” In his PE work, Joe likes to “underwrite people first and foremost” when choosing where to invest in firms. He loves insurance. “I get to never be bored. I get to challenge my mind to solve problems daily. I see it as a big puzzle. It’s a very addicting and fun industry.”

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Work is Not Meant to Love You

Ashley Waldrop — Mon, 09 Feb 2026 10:00:22 +0000

Imagine a world where we all loved our work. And work loved us back! Okay, that’s just not gonna happen, says professional development and executive coach Jenn Urso. And this is okay, because employees and employers still can reach a peaceful coexistence and understanding amidst a stressed-out world. On this engaging conversation Jenn unpacks lots of insight for improving work focus, productivity and personal happiness, which are tightly connected. Jenn built her company, The Leadership Project, after a six-month sabbatical traveling the world. During her time abroad she learned that people in all cultures and countries share a deep connection with their work; and, simultaneously, they feel “frustrated and burned out and swallowed up by work.” Jenn believes that “work is not meant to love you.” A profit-making organization doesn’t always align with many employees’ yearn for warm-and-fuzzy emotional connections. Over the last 100 years, and evolving more recently, “work originally was about survival, and then stability, status, self-actualization, and now a state of stress,” Jenn says. Listen as this leader whisperer outlines what we can do about the stress, with On Point host Peter van Aartrijk!

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Guaranteeing Property Insurance Cost

Ashley Waldrop — Mon, 26 Jan 2026 10:00:38 +0000

When the insurance market gets tough—and it has been in recent years—the entrepreneurs get going. New products, new coverage alternatives and new service bolt-ons are created. Dylan DiMarchi is in the middle of it. He emerged from the real estate world, frustrated with the unpredictable cost of insurance, and developed Premium Lock, which guarantees insurance cost on a property for up to three years. “If a fixed-rate 30-year mortgage is a thing, why not at least a three-year guarantee for an insurance policy?” he says. Premium Lock is not insurance per se. Customers pay an average of $20 per month and are reimbursed if premiums rise over the agreed amount. His firm reviews a number of sources to predict how every carrier will price every piece of property in the U.S. That includes macro-economic factors like construction cost inflation, carrier profitability, regulatory behavior, and weather dynamics. Dylan believes Premium Lock is educating consumers on the impact of climate change. He also credits his fellow insuretech founders who are working to prevent property losses, such as fortifying homes. “Right now it’s expensive to do, but I have hope that carriers will show real financial ROI” on investments in mitigating property risks,” he says. Listen to this new On Point episode with host Peter van Aartrijk today!

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Up Your Sales Game

Ashley Waldrop — Mon, 12 Jan 2026 10:00:57 +0000

Happy New Year, On Point Nation! Let’s start with a fresh look on improving your sales techniques. Let’s face it: We are all in sales in some way, right? And our guest Amy Reczek is a terrific sales coach. On this recording Amy unveils some techniques she discovered herself along the way as a trainer and speaker. Your posture, what you’re doing with your hands and eye contact are three critical nonverbal tools to master, she outlines. People buy from people, and not from companies, she adds. They are looking for people they can emotionally connect with. “Don’t pack in a lot of words,” Amy advises. “Ask more questions like, ‘Tell me about X?’ They answer. Then you say, ‘Can you tell me more about X? And about this?’ Stay with the client. Ask ‘why’ multiple times. You are gaining knowledge. Don’t flip right to the solution. Sit with the client more to really discover what’s happening. All value is what really matters to the client; it has nothing to do with you. We need to listen more on that.” Bonus: Amy outlines a number of sales-killing words we typically say and write. “Just checking in…” and “Just following up…” are, well, “just” two of them!

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‘Authenticity Travels Well’

Ashley Waldrop — Mon, 08 Dec 2025 10:00:46 +0000

Jennifer Palmieri is chief people officer at Westfield, which certainly isn’t a regional p/c carrier anymore. She has witnessed growth in specialty lines and international risks. It’s nearing $5 billion in revenues and 4,000 employees. We checked in with Jen on how human resource strategies are playing out. “My leadership philosophy centers on authenticity, shared accountability and purpose,” she says. “That means being able to lead with transparency and deeply listening. And to really understand what motivates people. When that happens, you see people flourish and develop and transform companies, businesses, cultures in an exceptional way.” Listening is something Jen prioritizes daily. “We live in a highly distracted world. One thing I learned early in my career — and it’s an old leadership philosophy — is, ‘Be here now.’” The employer brand is on her mind as well, especially with talent needs and expectations differing by region. “Employer branding in a competitive talent market obviously is essential. We like to reflect on our purpose. Being authentic — that travels well.” With five generations working side-by-side, she notes that “each brings something valuable. Boomers have deep experience and history and perspective. Younger people are highly digital and focused on flexibility. How do we create a culture that honors the differences and… creates something that we can all harness together?” So Westfield fosters mentorship across generations. Finally, Jen advises younger professionals: “Be more curious, ask more questions, ask more about ‘the why.’ Be more thoughtful and intentional about your work.”

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Live from Applied Net: Geico and AI Observations

Ashley Waldrop — Mon, 24 Nov 2025 10:00:17 +0000

On this installment we tee up three segments from our onsite discussions at Applied Net 2025, a leading insurance tech conference held recently in Vegas. First: Why was the Geico Gecko basking in the crowd at an independent agent channel exhibit hall? This is intriguing! Take a listen as another direct-response carrier takes an interest in appointing agents. Next, insuretech expert, advisor and pundit Mark Breading joins On Point to reflect on AI’s impact on the industry. Are we heading toward a future where the traditional carrier model becomes obsolete? Or will it adapt and thrive? Mark weighs in. Finally, Brenna Johnson, an executive with agency management system EZ Lynx, walks us through how AI can free up producers and agency service staff for “hero work” — instead of busy work.

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Care for Musicians

Ashley Waldrop — Mon, 10 Nov 2025 10:00:09 +0000

Yours truly has met many interesting people in my 43 years of hanging around the insurance business. Few are as fascinating, complex and rule-breaking as Peter Anderson. He leads a dominating musical instrument insurance program with 18,000 customers in the U.S. and around the world—90% of them arriving via the website. Listen to his origin story (starting at age 4) of falling in love with playing instruments, singing in church and eventually earning a spot with the Boston Symphony Orchestra Chorus (aka Boston Pops). And then how he got into retail insurance to protect his musician friends. “I was a music major who needed a day job,” he says. Like a lot of high-value and collectible things, musical instruments and related equipment aren’t properly covered by standard policies. That’s where the Anderson program comes in. Some of the stated values of the instruments are astonishing. At age 73, Peter is going strong and offers listeners some interesting rants. As for instruments, the tuba is his favorite. “A ton of personality.”

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Understanding the Best in People

Ashley Waldrop — Mon, 27 Oct 2025 10:00:32 +0000

Bringing out the best in workplace teams is a passion for organizational consultant Emma Corcoran. On this episode she outlines her journey at Selective Insurance to provide a shared customer experience program for appointed agencies as well as policyholders. Emma discovered the joy of helping teams evaluate customer research and outline actionable steps to improve the experience. She helped producers and CSRs work more closely together. Today, Emma’s programs cover DiSC, a behavioral assessment on communication preferences and styles, which is useful for firms working through a merger; Kolbe, which measures how you accomplish things when you’re free to be yourself; and design thinking, a non-linear, iterative process for teams to solve difficult problems. Emma also has a passion for bringing other insurance women together. Overall, 60% of industry professionals are women, yet the ratio flips to 40/60 for women in leadership positions. Her first meeting in 2017 brought 20 agency women together. “The vulnerability was really, really cool in the room,” she says. “They felt they could all share. It was all about lifting one another up.” Emma expanded the reach as Covid required virtual programming. The group grew to 800 women.

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MGA No Longer a ‘4-Letter Word’

Ashley Waldrop — Mon, 13 Oct 2025 10:00:22 +0000

Lloyd Yavener, president and COO of Sutton National Group, believes in the future of delegated underwriting authority. It wasn’t always that way. “MGA was a four-letter word when I first got into the business,” he says on this recording. “It was a broker model, which was to write more insurance, while the underwriter’s goal was to write more business profitability.” Over time, program administrator and MGA models emerged with “highly sophisticated” underwriting and compliance talent that originated in the traditional insurance market. “It looks just like an insurance company without the balance sheet,” Lloyd says. Moreover, the MGA model has been able to adapt quicker to emerging risks. Sutton writes homeowners in cat-prone areas as well as trucking, contractors, ocean and inland marine, and some other specialty lines. Listen as Lloyd shares his thoughts on leadership and working with others, just like with a well-tuned band.

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Humans and AI Fight Fraud Together

Ashley Waldrop — Mon, 29 Sep 2025 10:00:19 +0000

Claims fraud is getting more sophisticated. Carriers can fight back with AI to sift through huge amounts of data and find patterns, says Ashley Fong, VP with Carpe Data. Injury fraud thrives in areas where strong legal networks, high population density, heavy tourism, economic hardship, and legal loopholes create opportunities for fraudulent claims to flourish, Carpe Data research finds. Younger adults are more likely to commit fraud; riskier behaviors and cultural pressure to overshare on social media channels are likely reasons. “Insurance fraud is a costly and a persistent problem,” Ashley says. In 2023 alone, an estimated $300 billion was lost to fraudulent claims—equivalent to 10 Hurricane Helene disasters, she notes. Advances in technology are essential, but ultimately human judgement and creativity will continue to be needed to mitigate fraud, she says. “Human roles will evolve to areas that require more brainpower, judgement, creativity—things that a computer can’t necessarily do. Traditionally, carriers reviewed only 4% of open claims with a manual, rules based, tedious and expensive process. But with AI and human intervention, insurers can generate 10 times the reviews.”

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SPG’s Jonah Lipin on AI, Broker Relationships & New Wholesale Division | WSIA Conference

Ashley Cochrane — Tue, 16 Sep 2025 17:15:16 +0000

At the WSIA Annual Marketplace, Peter Van Aartrijk, host of the On Point podcast by Insurance Journal, sits down with Jonah Lipin, Chief Sales Officer at SPG. They discuss how brokers value personal contact with underwriters even as AI enters the industry, and how technology can enable faster, more effective communication without replacing human expertise. Jonah also explains the strategy behind SPG’s new wholesale division.

Discover details on Insurance Journal’s upcoming summits here:

https://insuringcannabissummit.com/

https://riskyfuture.com/

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WSIA Annual Marketplace: Peter van Aartrijk Interviews Mary Rimbey, Cardinal E&S

Ashley Cochrane — Tue, 16 Sep 2025 13:52:26 +0000

At the WSIA Annual Marketplace in San Diego, Peter van Aartrijk, host of the On Point podcast by Insurance Journal, interviews Mary Rimbey, VP of Wholesale National Distribution at Cardinal E&S. They explore why AI is an efficiency tool rather than a threat, how broker-underwriter relationships remain the backbone of the industry, and where opportunities are thriving. Mary also shares the strategy behind CNA’s launch of Cardinal E&S℠, emphasizing creative solutions and dedicated growth.

Discover details on Insurance Journal’s upcoming summits here:

https://insuringcannabissummit.com/

https://riskyfuture.com/

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Progressive’s Core Values Guide Decisions

Ashley Waldrop — Mon, 15 Sep 2025 10:00:00 +0000

On this installment we visit with the HR pro who oversees a team fielding tens of thousands of job applications each year at Progressive. Neil Lenane joined the carrier 35 years ago. His love of coaching sports got him interested in a career in human resources. “Leadership carries over to sports and HR. You’re recruiting that talent, onboarding, coaching, developing, and rewarding and recognizing that talent.” Technology is changing the entire notion of work, Neil says: “Not just what I do, but where I work and when I work. You might come in on a limited-time basis and contribute 20 hours on a particular project. The gig economy will become more real.” Neil attributes Progressive’s growth to following a “clearly defined set of core values that goes all the way back to the 1970s.” The five values include messaging like, “We value and respect our differences, act with kindness and caring, and treat others as they want to be treated.” Neil says his associates approach business problems with the question: ‘What would our core values expect us to do?’” You’ll enjoy listening to his take on how people should compete for jobs. His personal mantra: “Risk, learn, grow.”

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Young Founder Seeks Insurance ‘Transparency’

Ashley Waldrop — Mon, 01 Sep 2025 10:00:22 +0000

Could insurance providers forge a new bond of trust with policyholders? Valkyrie Holmes, age 21, is working toward that better world. She founded an insuretech called Faura to help carriers collect more verifiable data on property risk in disaster-prone areas. The industry currently relies primarily on often-outdated data sources. Instead, Faura engages the homeowner to walk around the property, taking photos and video. That detail is coupled with sources such as satellite images and public databases. Homeowners receive a Faura “Survivability Score,” providing recommended action items to mitigate risks, retain coverage and qualify for discounts. “People are more satisfied when they play a role in the report,” says Valkyrie. “We are in the insurance industry to help people. Insurance is a very unique financial mechanism that gets people to change.” Valkyrie is an engaging, enthusiastic professional with a fresh view on insurance—and you’ll enjoy her take on life and business as well.

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Applied Eyes AI in Commercial Lines

Ashley Waldrop — Mon, 18 Aug 2025 10:00:30 +0000

Anupam Gupta, chief product officer at Applied Systems, offers an update on how the tech provider continues to experiment and roll out AI-embedded tools for independent agents. Commercial lines workflows are a major pain point for agents and carriers and thus a focus of his team’s efforts, he says. Insurance professionals are wrestling with back-and-forth communications with carriers, repeatedly filling out forms and supplementals for new and renewal business. That needs to stop. “We are convinced that AI will add game-changing value,” Anupam says. “It’s not hype. We are all-in on AI, even though it’s early in the product game.” He advises us to “get curious and experiment” with insurance-specific AI tools. “See how it impacts your daily work. Give feedback. Building trust with AI is really important.” Anupam shares advice he’s learned from others: “Ideas are easy. Execution is everything.” And, “Don’t be a know-it-all. Be a learn-it-all.”

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AI Prompts Mastermind Shares Advice

Ashley Waldrop — Mon, 04 Aug 2025 10:00:11 +0000

In our continuing attempt to unpack AI in insurance, we hear from Dale Steinke, a “company guy” who truly understands the daily challenges faced by independent agents. He’s director of Liberty Mutual’s Agent for the Future Advisors. Dale shares his own research on how AI prompts work on various platforms. And he outlines examples of how AI can save agents and brokers time with specific workflows, like policy checking, account rounding, call summaries, email support, content generation and video proposals. (Dale estimates AI saves him six hours a week in his own job.) In a cool twist, agencies also can use AI to draft an “AI Usage Policy,” which is important in the same way a policy for social media usage was necessary when that first emerged. Too, Dale warns agents to realize what you’re getting into with some tools. Entering information in a public AI platform like ChatGPT means the universe can access it as well. If you want useful and practical knowledge to gain workflow improvement—and flat-out fun—with artificial intelligence, Dale is your resource.

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Hi, I’m Agentic AI. I’m Here to Help

Ashley Waldrop — Mon, 21 Jul 2025 10:00:16 +0000

On this installment, insuretech exec Ilya Filipov outlines how artificial intelligence will help insurance marketers. This new generation is called agentic AI, where an “agent” mimics the work of a human in approaching problems. Ilya recommends experimenting with AI models — “There’s nothing to be scared about” — and discover how to develop clear, precise instructions and prompts to train those tools. “It’s a similar process as our parents, who repositioned their careers when the web emerged,” he says. “Learn how agentic AI works… What are the advantages and disadvantages of each tool?” What about AI’s role for the insurance product itself? Buckle your seat belts, Ilya says. He envisions a world where “any subject matter expert” can play in the space without even having to understand insurance. AI models can learn historical loss data, identify and price risks, develop the product itself without human interference, file with state regulators, and create safety programs so that risks become less expensive. “AI evens the playing field for anyone who’s in the market to start playing fairly,” he says. Check out this episode of the On Point podcast, hosted by Peter van Aartrijk!

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Broker Leader Combines ‘Analytics and People’

Ashley Waldrop — Mon, 07 Jul 2025 10:00:00 +0000

On this installment we meet Olga Collins, CEO of the Worldwide Broker Network, or WBN. Olga is a true woman of the world, speaking six languages, including Polish from her native country. She relays a fascinating life and career story as well as business lessons she’s learned along the way. She says she fell in love with risk management and insurance—“a great combination of analytics and people.” Olga covers the evolving insurance market, captive solutions, enterprise risk management, and some interesting countries from which capacity is emerging. Under Olga’s leadership, WBN has grown into the largest independent broker network in the world, with 150 members across 100 countries and a combined revenue of $14 billion. Listen to this interview with On Point host, Peter van Aartrijk and catch all episodes on insurancejournal.tv

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Independent Broker Maintains Independence

Ashley Waldrop — Mon, 23 Jun 2025 10:00:45 +0000

Meet Spencer Mahoney, chief growth officer for CCIG, a Denver-based independent broker with 100 employees generating $30 million in revenue. The firm competes with the big boys in the commercial middle market for p/c and benefits, to include captive strategies. Spencer unpacks what it’s been like for he and his brother to work for dad, who founded the firm 40 years ago. First, they weren’t handed the business. Dad told the boys, “Go get your teeth kicked in somewhere else first,” Spencer relates. Working for a carrier, broker and wholesaler prepared them for a sales career at CCIG. Today, the firm is seeking organic growth as well as strategic acquisitions. “If we are not growing and adding producers, then we are falling behind,” Spencer says. At the same time, bolstering client service is key too. “You need a bench of unvalidated producers you can coach up, but you can’t grow too fast without expert service.” The key to insurance business success, he says, is remaining curious and being a good listener.

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This InsureTech Loves Policy Language

Ashley Waldrop — Mon, 09 Jun 2025 10:00:07 +0000

Would you relish reading insurance contracts on a Sunday afternoon so you can properly counsel your client on what they should buy? Do we hear a “Hell, no?” That’s okay. Self-described insurance nerd and recovering insurance attorney Dan Schuleman will save you the trouble. He cofounded the insuretech Qumis as an assistive-AI platform to quickly analyze policies and pull relevant information for claims, brokering and compliance. The idea: Arm insurance professionals with more detailed information, particularly in a time of suffocating legal action. “The increase in litigation is crazy,” Dan says. “The lawyers throw anything at the wall and see what sticks.” AI is accelerating the pace of plaintiffs’ actions—but it also helps carriers fight back,” he notes. “Things are not great in insurance companies’ claims departments right now.” Qumis is a “human in the loop” system. “It’s like a self-driving car where you still have a hand on the wheel,” Dan says.

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Honeycomb Addresses Multifamily Housing Coverage

Ashley Waldrop — Mon, 26 May 2025 10:00:39 +0000

On this installment we’re joined by Itai Ben-Zaken, founder and CEO of Honeycomb, an MGA with AI-driven technology to analyze aerial photographs of commercial building roofs to assess their condition. Honeycomb launched with admitted markets but recently expanded to E&S, opening up more opportunities for retail agents to place tough risks. For example, many carriers are active in multifamily property but carve out anything older than 25 years. With 80% of these structures built before 2000, that means 80% of the market is underserved, Itai says. Honeycomb’s “roof model” is hyper-specific, giving underwriters more confidence to take on risks even in troubled areas. Itai also comments on the broader state of insuretech. He sees an opportunity for innovators particularly in the environmental space. “If weather patterns are changing, the traditional insurance models are not accustomed to working with that.”

This episode of the On Point Podcast is sponsored by AM Best Information Services. Turn to AM Best for solutions to the complex challenges you face—with ratings, research, news and data analytics to cover the insurance industry. Visit https://web.ambest.com/information-services/products-and-services-directory for more info!

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What Do Your Customers Really Think?

Ashley Waldrop — Mon, 12 May 2025 10:00:07 +0000

Do you truly understand your policyholders, distribution partners and employees? Do you have a clear lens into what competitors are doing? If your organization attempts to get feedback all by itself or relies on ad-hoc, anecdotal feedback from key stakeholders, you will miss opportunities to evolve and innovative. On this recording, research whiz Mackenzie Wilson unpacks best practices. Customer experience work “is the foundation of any business,” she says. “It doesn’t matter how big or small you are.” Yet, only about 30% of firms in any industry—and even lower in insurance—have a formalized program for voice-of-client experience. As much as they talk about it, they don’t really invest today as they should.” They also are missing the employee perspective with surveys that don’t generate authentic and actionable insights. Often, the initial corporate reaction to research “is very tactical and one-off. Everyone is so excited to get feedback. But they don’t understand how it can be operationalized instead of being a single transactional movement.” Firms should implement a standard, ongoing protocol for capturing the voice of key business partners, Mackenzie says. In this way, they’ll be more proactive and reach out to diagnose problems. “Why do people build products or services? They want to solve a problem. Any new initiative started with a problem.” She also reveals a few tricks to get customers to spill a little extra “tea” during interviews.

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Cross the Generational Divide

Ashley Waldrop — Mon, 28 Apr 2025 10:00:30 +0000

A major workplace challenge is basic human communication among the age groups. How can we create a workplace culture where all four working generations thrive? “Culture Doctor” Warren Wright returns to On Point with insights. Generational conflict impacts teamwork, productivity and retention. Workplace preferences are varied: Boomers and GenXers value stability; Millennials and Gen Z seek rapid growth and flexibility. Younger generations thrive on innovative digital tools and quick feedback, while older generations want to stick with what works. On this recording, Warren also unpacks fascinating takeaways from new research on how consumers of different ages approach insurance buying — and how the generations view insurance agents. Warren will present on these topics at the annual “Ignite” conference hosted by the Insurance Marketing & Communications Association, or IMCA, in Scottsdale this June.

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Rainbow Founder Eyes 3 Keys to Specialization

Ashley Waldrop — Mon, 14 Apr 2025 10:00:29 +0000

The danger in writing all small commercial lines is becoming a generalist, says Bobby Touran, who a few years ago founded Rainbow, a restaurant-focused MGU insuretech. Rainbow distributes through independent agents—who he calls “critically” important. Listen as Bobby unpacks three strategic concepts behind Rainbow. “We wanted to be very specialized in classes of business,” he says. “We felt restaurants were a distressed category within small commercial. They were still reeling from COVID, lock-downs and inflation.” He observed other insuretechs taking “a very binary view on the role of technology: a tech-only or human-only experience. We didn’t see examples where purpose-built software was combined with human expertise.” That includes underwriters “making good judgement calls at the margins. We wanted to keep humans in the loop.” Bobby also comments on a specific behavior of successful agents he’s met.

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AI Is Barrier-Buster for Business & IT

Ashley Waldrop — Mon, 31 Mar 2025 10:00:53 +0000

Most insuretechs aren’t about flashy consumer-focused websites. They improve the plumbing — all the workflows behind the scenes never seen by agents and consumers. Sound exciting? Well, it sure is for Aaron Wright, director of strategy at Earnix, an insuretech supporting carriers’ pricing and underwriting with AI and machine learning. Aaron emerged from the carrier side, where he saw first-hand the inefficiencies plaguing the industry: “What did my well-paid actuaries spend 60% of their time on? Moving things between systems and validating if they copied and pasted things accurately from Excel. Much of this inefficiency and duplication of work was caused by the artificial barriers we put up between IT and business.” Are you a left-brain, rationale thinker? Well, here’s a guest for you: “I was drawn to insurance in college because an actuarial career sounded good. A career combining mathematics, statistics and computer science — what’s not to love?” (Yeah, what’s not?)

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Debt as an Asset

Ashley Waldrop — Mon, 17 Mar 2025 10:00:29 +0000

On this recording we welcome back Dave Tralka, our knowledgeable and friendly banker who understands a thing or two about independent agents. Dave is CEO of InsurBanc, the financial institution launched by the Big “I” to support agents’ growth. Dave lucidly covers today’s business opportunities for agencies as well as the broader landscape over which they don’t have much control. Strategic loans to buy other firms or books, hire producers, and install new technology are available. But, “agents are generally debt-adverse,” Dave notes. “The most successful business models I have seen in 20 years of working with independent agents are that the over-performers are doing it both ways. They’re focused on organic growth. And they’re taking an opportunistic approach through acquisitions — in geographic regions, in markets, in specialties, etc. If you can accomplish both of those…, you have a home run.” Listen in to hear how firms are generating tremendous profitability, cash flow and resultant long-term growth. (With guest co-host Dave Evans.)

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Association Champions Black Insurance Pros

Ashley Waldrop — Mon, 03 Mar 2025 10:00:47 +0000

Here’s a chance to meet a driven, dynamic leader in Omari Aarons-Martin, who oversees the National African American Insurance Association. Omari outlines the history of NAAIA, founded by an independent agent 28 years ago. With 2,700 members and 24 chapters nationwide, NAAIA represents every industry sector and is dedicated to members’ professional development and empowerment. Your On Point host naturally asks the honest (if cringeworthy) questions you’ve come to expect on race and racial issues. And Omari deftly educates! Diversity means different things to different people, he says. Thus, he encourages insurance organizations to be specific about any talent gaps. “Give yourself permission to say, for example, ‘We want blacks and African Americans.’ We have been unwilling as a society to do that. It makes us uncomfortable. It pits people of color groups against each other.” He advises, “Start with the group you have the largest gap in,” and never stop paying attention so that your organization is future-ready to serve the customer.

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Home Buyers’ Fear & Loathing

Ashley Waldrop — Mon, 17 Feb 2025 10:00:28 +0000

Property losses and coverage woes are all over the national news: fires, hurricanes, tornadoes, floods. As a result, new home buyers are fearful of the risks and costs of owning property. On this recording, we hear key findings from consumer research on home ownership from Kimberly Burdi-Dumas with DocuSketch. The insurance industry has an opportunity to educate Generation Z on home protections, the research suggests. DocuSketch provides accurate, consistent views of property losses to eliminate claim disputes. Kimberly says was “born and bred in insurance. My parents started a restoration company back in the 1980s before restoration was even a thing. We were called ‘carpet cleaners.’ I remember mixing chemicals. Two scoops of green and one scoop of blue. Sketch on graph paper. Wear boots and walk losses. Haul hoses and lug equipment.”

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Market Forces Impact Personal Lines

Ashley Waldrop — Mon, 03 Feb 2025 10:00:25 +0000

On this installment, we check in with Luke Bills, president of independent agent distribution for Liberty Mutual’s U.S. retail markets. Luke outlines challenges for agents, including consolidation and pricing. Agents have had to deal with suffocating rate increases in recent years—“there was nowhere to hide from that,” Luke says. While auto rates are stabilizing, property is another story: “I don’t see a soft market coming,” he adds. Looking down the road, he says he is “very bullish on the IA channel. This [hard] market has shown the value of the independent agent.” With homeowners having to manage more risk and costly assets, and as insurance coverages “gets more expensive and availability gets more challenging, consumers need to have choice and expert guidance. That’s what independent agents do.” Captive agent models, too, “are moving toward finding choice,” he adds.

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Mental Health a ‘Force at Work’

Ashley Waldrop — Mon, 20 Jan 2025 10:00:15 +0000

Who remembers when you’d never think to “bring your whole self to work?” Boomers do! But today’s workplace is vastly different. Bosses need to watch for signs of employees’ mental health issues. On this recording, we hear from Travelers’ Joan Woodward, who highlights key findings of a new study on the pervasiveness of mental health in the workplace. Joan oversees the Travelers Institute, a public policy platform within the carrier to educate the public about all things insurance. Joan provides actionable, step-by-step guidance for managers on how to properly meet their workers in this space. Some 66% of managers have had conversations with employees about mental health, yet only 45% have received training on exactly how to talk about it. Most managers, too, say they’ve experienced mental health symptoms, to include stress, anxiety and sleep difficulties.

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Consolidation Looms for InsurTechs, MGAs

Ashley Waldrop — Mon, 06 Jan 2025 10:00:19 +0000

Insurtechs and online MGAs increasingly will be folded into tech-enabled carriers and marketplaces. That’s the prediction of Bryan Davis, who leads VIU, HUB’s online insurance platform for consumers and business partners. Most insurtechs aren’t profitable, he says. On this recording, Bryan outlines the underlying reasons why the pressure is on insurtechs, such as more expensive investment capital and incomplete end-to-end technology. He also challenges agents and brokers to focus on sales and leave back-end processing and follow-on service instead to efficient business partners. Also, for all the emerging talent needed to join the insurance industry, Bryan defends the value of the beleaguered liberal arts degree.

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Hanley Guides Agents at InsureTech

Ashley Waldrop — Mon, 14 Oct 2024 08:00:57 +0000

On this installment, we catch up with Ryan Hanley, a popular speaker, podcaster, consultant, thought leader on LinkedIn and Instagram, and a former independent agent. If you haven’t heard Ryan’s commentary, you’ll get an immediate sense of his edge, grit and determination to champion business success for others. His lessons for others are lessons he learned himself — and sometimes the hard way. As he sold insurance and “mastered the close,” he found himself drawn to the importance of strategy. So, today he helps other business leaders find their strategic pivot points. You’ll enjoy listening to Ryan’s stories and philosophy — which include an interesting interchange with his father-in-law. Ryan will be emcee for the agent/broker-focused track at the annual InsureTech Connect conference in Las Vegas, which kicks off October 14.

This episode is brought to you by MEM. We’re what workers comp should be! Get to know us at hello-mem.com to see how we can help you work with confidence.

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Branding from the Inside Out

Ashley Waldrop — Mon, 23 Jan 2023 10:00:10 +0000

“On Point” likes check in with future insurance leaders. On this installment we hear from Taylor Evans, a communications professional with carrier IAT Insurance Group in North Carolina and recent recipient of the Trailblazer Award from the Insurance Marketing & Communications Association. In 2017, Taylor was new to the industry, leading the charge to pour meaning into the letters “IAT” with “insurance answers together.” That galvanized a decentralized operation of 30 offices, 900 employees and eight vertical markets. “We talk about our culture a lot here at IAT. We know how to describe it now,” Taylor says about the branding process that began first inside the organization. “We had to find our internal voice. We refer to our employees as family — that works for us. Internally, we said our employees are a family of answers.”

This episode is supported by PersonalUmbrella.com, where you can quote stand-alone personal umbrella policies of up to $5 MM in 3 minutes online — just by answering 4 simple questions.

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