11 Conversation-Starters for Niche Brokers

Questions you can use to help you determine if an insurance Carrier, Program Manager or MGA might be the right fit for your book of business

Working in a niche market often calls for insurance brokers to establish relationships with a handful of insurers that specialize in understanding and addressing your clients' unique risks. However, an everchanging marketplace also calls for you to keep an open mind about other coverage options that might be available for your insureds, in the event that you want (or need) a new place for you to place your book of business. And, with a likely constant stream of sales calls and emails from MGAs, Program Managers and Carriers coming your way, you probably have a lot of options to choose from. But you know as well as we do that not all "specialists" are created equal, and it can be difficult to entrust your clients with a partner that you haven't worked with before. 

That's why we're sharing 11 questions that you can use to help you have meaningful conversations with potential partners—and find the ones that won't only help you win business, but retain it, too.

1. What experience does your organization have insuring this class of business? Is it consistent, time-tested and truly specialized?
2. What types of products do you offer that are specific to my clients’ needs?
3. What resources do you have for brokers, like policy and training portals, in-person learning opportunities, sales assistance and marketing tools?
4. What risk management resources do you have for clients?
5. How would you describe your organization’s culture? Tap into their reputation, claims handling philosophy and stability.
6. How can you help me win and retain business? Are your sales teams and underwriters willing to jump on a call to help me win an account?
7. What’s the rating of your insurer—and how often have you switched carriers?
8. What services do you handle in-house vs. with third-party?
9. How many Programs do you offer and what are they? See if you can imagine yourself aligning with their organization as a whole.
10. Are there any incentives to bind additional business with you?
11. Are you an open brokerage without premium volume commitments that allows me to write a one-off account with you? Or, depending on the size of your current book, ask: do you have the capacity to take on ten more accounts right now?

While this list isn't exhaustive, we hope that it can help you find partners that truly value your role as an independent agent, paired with the experience and knowledge that will make a difference for your clients. 

Wondering how Glatfelter Insurance Group would answer these questions?

We pride ourselves on being there in the moments that matter—and we'd love to be there for you and your clients, too.

While partnering with the "big" carriers in the market may ease your mind when it comes to product offerings and name recognition, our Programs could offer the same level of product specialization and experience—plus, dedicated service and support to give you even more peace of mind, like unmatched service, access to underwriters and sales support associates, quick decision making, creative solutions and responsive claims handling.

Our A-Rated insurance Programs are backed by a global carrier and stand ready to help protect the community-focused organizations in your community, including schools, municipalities, water businesses, emergency service organizations, caregiving and healthcare facilities and religious organizations.