Leap to winners | Leap to methodology
Linchpins of insurance coverage
The High Retail Brokers of 2024 have navigated a number of trade challenges and earned their place on this prestigious listing.
Insurance coverage Enterprise America undertook a nationwide seek for the highest performers, who needed to fulfill a collection of standards:
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at the very least $1 million in premium income in 2023
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at the very least 50 p.c business P&C enterprise
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demonstrated year-over-year development from 2022
The particular standing of Platinum Dealer was awarded to those that exceeded $4 million in 2023 income.
The traits from final 12 months present that 2024’s high retail insurance coverage brokers have needed to be much more environment friendly and show themselves additional, illustrated by the 15 p.c improve within the variety of winners who function in all 50 states.
Metropolis/State: Nice Hill, CA
Complete fee income development: 5 p.c
Specialised areas: Building, Actual Property, Distribution
The 30-year veteran places his success right down to adaptability.
“It’s not coming with a predetermined reply however actually determining the place they need assistance after which designing a program that matches what they should do. On any given day, I could possibly be speaking to a nonprofit, a big contractor or perhaps a bar proprietor. The reply isn’t going to be the identical.”
Callaway primarily targets a section of the market:
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enterprise with below 100 workers
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companies the place the proprietor has a big diploma of direct management
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entities who will profit from his community
He has managed to final so lengthy within the trade utilizing his experience as a dealer.
“I attempt to place myself as their outsource threat administration division. They in all probability aren’t sufficiently big that they’re going to rent a full-blown division to do this,” explains Callaway. “They might have questions alongside the traces of security, HR, threat management, fleet administration, contracts and no matter it’s, I’m their first calI. If I don’t have the reply, I discover the useful resource to get it.”
This ensures purchasers have a one-stop store and know that Callaway has a community that he can faucet into when needed.
“My distinctive worth proposition is to be a consumer advisor and provide a broader array of providers slightly than the agent down the road who’s solely promoting a coverage,” he says.
What resonates with Callaway is with the ability to join instantly with house owners. He presents recommendation on issues of their enterprise he might discover but in addition appreciates they’re absolutely invested.
“I’m fairly snug coping with the entrepreneurs of the world, individuals which are keen and capable of make their very own choices and make them quick. After I inform them a couple of coverage, they both give me the cash or they take it dwelling.”
This method works effectively in California, which is the largest state by GDP and has an abundance of enterprise house owners per capita.
“Most of my opponents view their job to promote insurance coverage. As soon as they do, they’re not going to speak to you for an additional 300 days. With me, the day you purchase the insurance coverage is the date we begin working collectively”
Steve CallawayAcrisure West
Over the previous 18 months, Callaway’s agency has grown since he joined Acrisure in 2017. Following some restructuring, he now focuses on Northern California. Not that he wanted any extra motivation.
“It’s enabled us to carry extra providers and streamline our operation for our purchasers, so all people received reenergized and began promoting extra insurance coverage. Did that essentially occur to me? In all honesty, in all probability not as a result of I do it yearly. It’s simply the character of being a aggressive particular person. If I’m going to do it, I’m going to do that proper.”
Callaway took the enterprise over from his father and started creating his personal assist employees to permit the enterprise to have an identification away from him. He has positioned extra emphasis on teaching, so he doesn’t have to the touch each consumer.
Metropolis/State: Jackson, MS
Complete fee income development: 31 p.c
Specialised areas: Public Entities, Manufacturing, Non-Revenue Organizations, Building/Surety
Getting out of the consolation zone ensures razor sharpness.
That’s Johnson’s mindset, which he describes as “whole high quality administration.” It entails making a concerted effort to maintain pushing the envelope.
The senior govt vice chairman’s construction is directed at:
At the beginning of his profession, he would spend his weekends on the street in construct a reputation.
He says, “You need to drive on writing new enterprise yearly as a result of should you don’t, you’re unfamiliar with {the marketplace} and the competitors. It’s a should to determine how the insurance coverage trade is evolving. In case you’re not, in my view you’re dropping focus.”
Johnson is reaping the rewards of constructing such a sterling popularity.
“I’ve spent 18 years making cellphone calls and knocking on doorways. In case you develop a popularity for all the time offering options and doing what you say you’re going to do, individuals will attain out. Phrase travels and I’ve been blessed in that regard, as I’ve all the time been sincere and clear.”
That is compounded by Mississippi being a comparatively sparse market in comparison with the likes of California and Texas.
“I’ve received lots of runway left and God keen, one other 15 years left on this enterprise, however all the things has a product lifecycle. Hopefully, I proceed as a result of I’m nonetheless motivated, and mentally and emotionally invested in what I’m doing.”
A technique that Johnson has adopted is to focus on purchasers centered on their future. This allows him to work with corporations as a accomplice.
He feedback, “I consider in long-term investments and if the mindset is to do one thing completely different, or to alter brokers and insurance coverage corporations yearly, then that’s not a great match.”
Guaranteeing there’s a assembly of ambitions and objectives is the inspiration for Johnson’s success.
He places a premium on delivering outcomes slightly than signing new purchasers.
“After I get up on the primary of January yearly, I say, ‘How do I do higher than I did final 12 months on this trade?’”
Brian JohnsonFisher Brown Bottrell
“It’s not about what number of accounts there are. It’s the standard of outcomes that you simply’re offering to your buyer,” feedback Johnson. “I might slightly have one buyer the place I’ve reworked their enterprise, improved their profitability and provided them insurance coverage safety that saved them from huge heartaches, slightly than having 10 clients and it simply being a transaction.”
One other accomplishment is Johnson’s success in changing into a job mannequin and championing the necessity for better range within the insurance coverage trade.
Out of college, he was employed into the administration program at Trustmark Financial institution and a two-month rotation on the Bottrell Company, which led him to embark on a broking profession.
“Trustmark took an opportunity on a younger African American male and I don’t assume a privately owned company would have employed me again then. Hopefully, I’ll proceed to be an illustration for different individuals to say, insurance coverage is common and never only for one specific sort of particular person or gender.”
Scroll right down to get to know the highest retail insurance coverage brokers of 2024.
- Alka Manaktala
Managing Associate
IOA Insurance coverage - Bob Middleton
Director, Arts Insurance coverage Program
Maury, Donnelly and Parr - Brandon Cooney
Chief Working Officer
Capital Gate Insurance coverage - Brian Gilberg
Vice President
Acrisure - Brian Schneider
Managing Director
Higginbotham - Brigitte Egbert
Managing Principal
Acrisure - Carlos Chinchilla
Govt Vice President
Acrisure - Chase Carlisle
Vitality Follow Chief
Acrisure - Chip Renno, CIC, ARM, CRM, CPIA
Business P&C Agent/Company Principal
Snellings Walters Insurance coverage Company - Dave Wissel
Shopper Advisor and Associate
Acrisure - David McKinnon
Govt Vice President
FBBInsurance - Edward Nagel
Vitality Follow Chief
Acrisure - Garet Marr
Regional Managing Director
Franklin Road - Greg Tober
Govt Vice President
Acrisure - Gregory W. Havemeier
Shopper Advisor Associate
Acrisure - Hiroki Baba
Vice President and Japanese Follow Chief
The J. Morey Firm - Hunter Cox
Govt Vice President
FBBInsurance - James Singleton
Assistant Vice President
The Glatfelter Company - Jason Hollis
Govt Vice President
FBBInsurance - Jason Younger
Senior Vice President
FBBInsurance - Jeff Mentel
Principal
AssuredPartners - Jeffrey Sanders
Shopper Advisor and Associate
Acrisure - Jim Untiedt
Building Follow Chief
Acrisure - Joe Thompson
Shopper Advisor/Associate
Acrisure - John Baldwin
Building Insurance coverage and Bond Marketing consultant
FBBInsurance - John Sirabella Jr.
Senior Vice President, Shopper Advisor, New York Area
Acrisure - John Henry Ward
Company President
AssuredPartners - Justin Failoni
Senior Vice President
Acrisure - Karl Henley
Govt Vice President
SeibertKeck Insurance coverage Companions - Kenneth Christian
Vice President/Producer
Fisher Brown Bottrell Insurance coverage - Kevin Turner
Vice President
Acrisure - Kirk Aguilera
Managing Associate, Nationwide Employees’ Compensation Follow Chief
The Liberty Firm Insurance coverage Brokers - Kyle Schielack
Managing Director
Higginbotham - Marcus Eagan
Vice President
Eagan Insurance coverage - Matt Armstrong
Senior Vice President
FBBInsurance - Matt Bevins
Company President
AssuredPartners - Michael Malinowski
President and CEO
EHD - Mitch Noguchi
President
Noguchi & Associates - Nick Wichmanowski
Shopper Advisor and Associate
Acrisure - Nick Rallo
Principal
AssuredPartners - Paul Praxmarer
Govt Vice President
AssuredPartners - Paul Zizzo
SE Transportation Follow Chief
Acrisure - Phillip Masi
Company President
AssuredPartners - Rob Foote
Threat Advisor
Acrisure - Robert McLendon
Govt Vice President
FBBInsurance - Ruben Medina
Business Producer
Acrisure - Ryan Moses
Managing Associate
Acrisure - Ryan Schmidt
Space President and Associate
Acrisure - Sam Sackler
Senior Vice President
FBBInsurance - Sean King
Agent
Acrisure - Steven Payne
Company Managing Associate
Insurance coverage Placement Options - Timothy Spear
Shopper Advisor, Associate
Acrisure - Tony Bozzuto
Associate
Bozzuto Insurance coverage Providers - Trevor Gilstrap
Senior Vice President
AssuredPartners - Walter Kiyota
Producer
Noguchi & Associates - Will Denbo
President
Business Insurance coverage Associates - Zachary Fanberg
Managing Director
Eagan Insurance coverage
PLATINUM PRODUCERS
- Brian Schneider
Managing Director
Higginbotham - Chase Carlisle
Vitality Follow Chief
Acrisure - Edward Nagel
Vitality Follow Chief
Acrisure - Gregory W. Havemeier
Shopper Advisor Associate
Acrisure - Joe Thompson
Shopper Advisor/Associate
Acrisure - Justin Failoni
Senior Vice President
Acrisure - Michael Malinowski
President and CEO
EHD - Paul Praxmarer
Govt Vice President
AssuredPartners - Phillip Masi
Company President
AssuredPartners - Rob Foote
Threat Advisor
Acrisure - Will Denbo
President
Business Insurance coverage Associates