A recurring theme at the Annual Insurance Executives Conference, held in early December, was "know your customer."
The presenters generally agreed that the most successful agents, brokers and carriers are those who understand customers, their business operations, and their needs better than their competitors. For example, David Hollander, Global Insurance Advisory Lead for Ernst & Young (EY), observed that this conference was "radically different" than it would have been three years ago. "The attendees are more insightful, more aware of customer segments and needs, and more attentive to risk mitigation strategies," he told PC360.
Insurance brokers and agents have to move away from product silos and become consultants to business. "When I understand what the risks are, how to transfer risk, and a how to mitigate the risk, premium will come," Hollander said.
Recommended For You
Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader
Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
- Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
Already have an account? Sign In Now
© 2025 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
Rosalie Donlon
Rosalie Donlon is the editor in chief of ALM's insurance and tax publications, including NU Property & Casualty magazine and NU PropertyCasualty360.com. You can contact her at [email protected].
