Many producers and entire agencies are nervous about competing for larger commercial accounts. Perhaps they believe they’re too small, they don’t have all the services, they don’t have all the carriers, or they don’t have whatever. ​Success, especially in sales, is built on using your strengths rather than focusing on your weaknesses. Sales success is also built upon your competitors’ weaknesses. ​ Focus on your strengths. Whatever your strengths are, build them stronger, adv

A recent, very well-written article with great points, “Why Prevention is the New Protection,” by Daniel Grimwood-Bird, prompted me to write this article. His points are dead-on accurate about how a majority of auto accidents are almost 100% preventable with the right risk management tools. ​Excluding catastrophe losses, almost 100% of property claims are also preventable. Even catastrophe claims can largely be mitigated, minimized, or eliminated. And yet carrier pricing give

Those are the numbers from Brown & Brown’s January 27, 2026, analyst call (as reported in the  Insurance Journal  on January 28, 2026) regarding the revenues lost to a start-up (likely meaning Howden) in 2025. Per the statements made on the call, most employees were not producers, and most were in benefits. This fascinates me on multiple levels. First, Howden is making waves because of the many employees they’re allegedly taking from other brokers. In some cases, I find it fu