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In today’s episode, Chris sits down with Jon Persky (Optimum Performance Solutions) to unpack what’s actually happening in the insurance agency M&A market—and what agency owners keep getting wrong when buyers come knocking. You’ll also hear a blunt breakdown of the biggest risk in today’s deals: taking part of the purchase price in buyer stock—especially when it’s not liquid, not publicly traded, and can come with restrictions most sellers don’t fully understand. You can reach Jon through his website at https://www.optperform.com/

In this episode of Insurance Banter, Paula and Chris welcome back Mark Robinson for a practical conversation on how agents and brokers should respond to Department of Insurance (DOI) consumer complaints—and why these letters should be taken seriously, even when the complaint feels minor or “garden variety.”  What You’ll Learn What a Department of Insurance complaint actually is (and what it’s not)Why agents shouldn’t panic, but must respond seriously and quicklyHow DOI complaint responses can expose broader issues like licensing or premium handlingThe biggest mistakes agencies make when responding to regulatorsHow fees and disclosure failures can become major complaint triggersWhen you should involve an attorney—and when you may not need onePractical steps to reduce complaints before they ever get filedIf you'd like to connect with Mark, his contact information can be found here: https://www.mrllp.com/

In this episode, we sit down with one of the most effective insurance lobbyists in the industry to talk about why insurance keeps losing the public narrative, why honesty and expertise matter more than money, and what happens when even insurance executives stop believing in their own product. Show Notes Why insurance lobbying keeps losing: Too few resources, too much territory, and “hired-gun” lobbyists who don’t actually understand how insurance works.The two things that make a lobbyist effective: Be the real expert in the room—and be scrupulously honest (because “you only get to lie once”).The bigger threat than tort reform: Public trust + affordability. When even insurance executives say they’ll drop homeowners coverage, the industry is headed toward adverse selection and a consumer backlash—unless carriers change their mindset and show up with leadership, not silence.

Chris and Paul are joined by Jim Caragher from the CIB Group (https://thecibgroup.com/) to chat about producer recruitment.   Producers don’t fail—systems do. Why agencies that rely on luck and “shovel-ready” hires struggle, while those with real sales playbooks see 70%+ success rates. Why recruiting outside insurance works. How proven B2B salespeople from other industries thrive when given structure, mentorship, and a clear path to renewals and residual income.Building producers builds agency value. How validated next-gen producers dramatically increase agency valuation and attract private equity buyers.

Chris and Paul are Joined by Jeff Mango from AM Best.  They discuss the growth of MGAs/MGUs and other Delegated Underwriting Authority entities in the market.  Those types of operations now make up a material portion of the insurance distribution network and this discussion will help you better understand the shifts in the marketplace.  

Chris and Paul are joined by Frank Pennachio to discuss the often unrecognized risk in self-funded health plans and his new book The Silent Danger. 

Chris and Paul welcome Don Grimm from Archer Actuarial to the podcast. They discuss what impact, both direct and indirect,  the recent tariffs will have on the insurance industry.   If you'd like more information on the educational offerings Don mentioned, please feel free to reach out directly to him: (215) 205-9425 [email protected] https://archeractuarial.com/

Insurance policies are long and complex.  At the time of a claim, one section is especially important, understanding your duties as a policyholder.  Mara Essick from Merlin Law Group joins Chris and Paul to talk about some of those responsibilities and their importance.   You can learn more about Mara here:  https://www.merlinlawgroup.com/attorneys/mara-essick-esq/ Mara's article discussed in the podcast can be found here:  https://www.propertyinsurancecoveragelaw.com/blog/avoid-claim-denials/

Jason Bogart and Bo Eaton from Deep Customer Connections join the podcast to talk about underwriting flexibility...what it is, what carriers get wrong when developing go to market strategies, and more!

Chris and Paul discuss the recent whitepaper disclosure in the Florida Legislature along with the current state of the homeowners market.   A few key topics:  Are people served better when a regulator reduces standards?Is the industry living up to it's responsibility to the public?The rising trend of people not buying property coverage

Chris and Paul are joined by Katherine Hempstead.  They discuss her book Uncovered: The Story of Insurance in America. The conversation touches on the NAIC, The Affordable Care Act, Gaps between what people want to buy and what is actually offered in the market place, and why people have hostile attitudes against insurance companies. Katherine has graciously provided the following discount code (that works at Oxford): ASFLYQ6  Links to buy book: https://www.amazon.com/Tolerance-Risk-Hempstead/dp/019009415X https://academic.oup.com/book/57381 Finally, you can find more about Kathrine here:   https://www.katherine-hempstead.org/ Thanks for listening and we'll talk with you next time!  

Chris and Paul caught up in February to discuss the state of the insurance market, where the inefficiencies are, and what needs to be addressed to make improvements going forward.   Also, this is the first episode where we used AI to edit...let us know what you think!

Chris and Paul are joined by Brad Roblin, the founder/owner of Pro Workforce Performance. They discuss how Brad took the tools he learned in professional baseball to improve every industry, including yours! How can a business improve their human factors, no matter the environment?  What can a business owner be game planning with their risk management team to give them a competitive edge? All this plus our first round of listener feedback.   If you'd like to have an exploratory conversation with Brad, he can be reached at [email protected].    

We are back!  2025 has been busier than ever and we have a solid pipeline of episodes that are sure to make you better insurance professionals. Chris and Paul are joined by Jim Gardner from ViewSpection to talk about how agencies can become more proactive in the inspection process.   They discuss how to mitigate premium increases, help clients at the time of a claim, and improve relationships with carriers.  They also address how underwriters can improve their workflow and documentation. This year, we want to hear from you!  Please send your feedback and stories to [email protected].  We'd love to have you...or your story...featured on a future podcast. Thanks for listening!  

Chris and Paul are welcome Bill Teubel to the podcast to discuss Producer/Employee development. The 'evergreen' problem in the insurance industry is talent development and Bill has developed the best platform that Chris and Paul have seen.  They explore how to purposefully develop people in your organization.    Bill's platform can truly transform your organization with REAL and ACTIONABLE development plans.  You can learn more by contacting Bill at [email protected]