Run Time: 45:28

Middle Ground is Collapsing

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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.”