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Like other industry disruptions preceding it, the InsurTech
movement was widely viewed as a threat to the existence of the
independent agency channel.
Thus far, the independent agent has proven to be an invaluable
component in meeting client needs and expectations. Still,
technology advances are the ecosystem in which they must operate
– together with their carrier and digital partners.
In this panel, leaders representing the three components of this
dynamic, IA’s, carriers, and tech, share their thoughts on how to
make the customer journey a smoother one and why collaboration is
a win-win for all parties.
Don't miss this conversation...
Episode Highlights:
Ryan introduces his guests: Amy Zupon, CEO of Vertafore,
Tyler Asher, President of IA Distribution for Liberty Mutual, and
Matt Masiello, CEO of SAA.
Amy Zupon mentions that the increasing amount of M&A in
the industry is catching her attention right now.
(8:50)
Amy Zupon explains that there is a huge amount of money
invested in the space right now, and she sees this trend
continuing. (11:07)
Matt Masiello shares that we are currently seeing a lot of
exclusive business channels being converted to independent agency
channels. (13:25)
Tyler Asher explains that in the next few years, what he sees
is better quality service and continuous growth in market share.
(15:55)
Matt Masiello believes that small businesses need to be a
part of other organizations to remain small and
independent. (22:27)
Amy Zupon explains that as a software company, they believe
in an open platform, and they belong to groups where they
participate with tech companies that are similar to them.
(27:12)
Amy Zupon explains that the Orange Partner Program's concept
is to be open and to establish relationships because the
partnership is about trust and communication.
(33:06)
Matt Masiello mentions that partnership has two bookends,
first, you have to like your partner, and second, you have to
have the same goal as them. (37:40)
Tyler Asher shares that the agents, carriers, technology
providers, and vendors still have a lot of work to do when it
comes to integration. (45:24)
Tyler Asher explains that retention is materially higher when
customers engage in online digital capabilities for service.
(54:24)
Matt Masiello shares that the two things independent agencies
can do to scale their business are lead generation and
digitization. (57:47)
Key Quotes:
"We did start that Orange Partner Program with the philosophy
of being open and building on relationships and collaborating
with others to build things." - Amy Zupon
"To really grow, it means taking a look at the digital
resources that are out there and getting them into your agency,
which includes building a digital brand, whether you're in a
geographic market, or a digital market." - Matt Masiello
"I think right now, the biggest gap is making sure that we're
serving customers in the way they need to be served today." -
Tyler Asher
Resources Mentioned:
Amy Zupon LinkedIn
Matt Masiello LinkedIn
Tyler Asher LinkedIn
Vertafore
SIAA
Liberty Mutual Insurance
Reach out to Ryan Hanley
--
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--
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This show is part of the Unplugged Studios Network — the
infrastructure layer for serious creators. Learn more at
https://unpluggedstudios.fm.
Full transcript, clips, and more:
https://ryanhanley.com/podcast/titans-of-the-insurance-industry-share-their-view-of-the-future
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