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People in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationS2 E6: From Finance to Fine Wine: Becky Glover’s Approach to Leadership and InnovationIn this episode of 'People in Insurance,' host Sarah Myerscough sits down with Becky Glover from Yutree Insurance. Becky shares her unique journey from co-founding Elizabeth Rose Wines to becoming a Financial Director, navigating both the worlds of finance and entrepreneurship. The conversation delves into her rapid career progression, balancing non-traditional educational paths, and the importance of leveraging social media and personal branding. Becky also offers insights on supporting women in the workplace and the significance of celebrating professional milestones with the same enthusiasm as personal life events.   Quote of the Episode
2024-11-1737 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationS2 E5: The Importance of Community Involvement and Leadership with Lucy HodgsonIn this episode of 'People in Insurance: changing the conversation,' Lucy Hodgson, a director at Eastwood Insurance Brokers, discusses her dual identities, her deep-rooted career in the insurance industry, and her commitment to community involvement. Inspired by her father, Lucy's journey in insurance started early, and she now leverages her experience to mentor and lead, especially through her work with the Rotary Youth Leadership Awards (RYLA). The conversation explores the importance of giving back, the evolving landscape of training and insurance, and the need for adapting to modern challenges while fostering young talent and...
2024-11-0328 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationS2 E3: Navigating Insurance and Entrepreneurship: Insights from Glenn Marshall of Gem UnderwritingIn this episode of 'People in insurance: Changing the Conversation,' Glenn Marshall discusses his extensive career in the insurance industry, starting from his early attempts to become an electrician to his eventual success in underwriting. Glenn recounts his journey through various companies and mergers, the challenges faced including significant claims, and the ultimate establishment of his own firm, Gem Underwriting Agency. Highlighting the impact of relationships and technology in the insurance sector, Glenn shares his insights on entrepreneurship, the importance of sticking to one's expertise, and the satisfaction of working with family. The episode concludes with...
2024-10-0628 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationS2 E02: From Culinary Dreams to Compliance Leadership: Suneeta Padda's Inspiring JourneyIn this engaging episode of 'Changing the Conversation,' Sarah interviews Suneeta Padda, the founder and managing director of PADDA Consulting, a London-based regulatory compliance firm. Suneeta shares her remarkable journey from aspiring chef to an award-winning consultant, detailing her experiences with arranged marriage, raising children, career shifts, and her significant roles in the insurance industry. She discusses the challenges and triumphs of starting her own business and highlights her dedication to promoting diversity and inclusion within the industry. Suneeta also provides valuable insights into balancing professional and personal life, drawing from her own story of resilience...
2024-09-2235 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationS2 E01: Sharon Brown and Sarah Myerscough Lessons Learned Behind the MicThis episode of the podcast captures a candid and insightful conversation featuring Sarah Myerscough, Chief Ideas Officer at Macaii and Sharon Brown cert CII, Director MGAA, Director, Consultant, CEO, NED, Founder, and Angel Investor. Sarah and Sharon switch roles in this unique episode where host becomes guest as Sharon is in the hot seat asking the questions! Sarah shares some humorous lessons from her past business ventures, including the importance of logistics planning and researching potential business names. They delve into Sarah's journey in the insurance industry, including the foundation of Macaii (formerly Boston Tullis...
2024-09-1540 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E014: Shaping Business with Kindness: Donna Scully's Journey with CarpentersHow can ethical business practices and a focus on fairness shape a company's culture and success? What role does mentorship play in fostering the next generation of business leaders? In this episode of Changing the Conversation, we're delighted to speak with Donna Scully, co-owner of Carpenters Group, about her journey in building an ethical business and her passion for mentoring young entrepreneurs. Donna shares insights from her 30-year career in the insurance industry, discussing how she and her business partner John shaped Carpenters Group around core values of fairness, customer focus, and employee...
2024-07-2333 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E013: What Does ‘Good’ Look Like? With Jess HeagrenHow can insurance companies better support working parents in the years after they have children? How should working parents endeavour to maintain a healthy work-life balance, and what practical measures should employers introduce to facilitate this? Despite the implementation of some measures to mitigate this, having children can be something of a kick in the teeth to working parents. This is particularly true for new mothers who typically suffer the financial burden of potentially sacrificing their career and struggling to return to it later on. These issues, and much more, underpin the work of Jess...
2024-07-1639 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E012: The Art and Science of M&A: Insights from Glenn HirchfieldIn this episode of Changing the Conversation, we dive deep into the world of mergers and acquisitions (M&A) in the insurance industry with Glenn Hirchfield, founder of ALJ Consultancy. Glenn shares his extensive experience in M&A, offering valuable insights for both buyers and sellers in the insurance market. From the importance of cultural fit to the role of technology in valuations, Glenn provides a comprehensive overview of the current M&A landscape and offers advice for those considering selling their business.   Quote of the Episode:  "There is a flawed assumption that pe...
2024-07-0935 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E011: Global Perspectives and Innovations in the MGA Market with Mike KeatingIn this episode of Changing the Conversation, we sit down with Mike Keating, CEO of the Managing General Agents’ Association (MGAA), to explore the dynamic world of MGAs and their evolving role in the global insurance landscape. Mike shares insights into the growth and challenges within the MGA sector, the importance of strategic partnerships, and the exciting innovations driving the market forward. We also delve into the MGAA's rebranding efforts and their annual conference, which highlights the theme "The Power of Partnerships." Additionally, Mike discusses the critical role of the next generation in the industry and the importance of at...
2024-07-0228 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E010: Sustainable Insurance: Balancing Risk, Regulation and Opportunity with Gillie Fairbrother and Michael wrathallWhat responsibility do small insurance firms have to implement sustainable practices, and encourage their clients to do the same? What initiatives can SMEs put in place to cut down on their carbon footprint without compromising their bottom line? Or is a transition towards sustainable efforts ultimately commercially beneficial? At Macaii we believe that podcasting is the best way to learn, and this episode of Changing the Conversation is a testament to that endeavour. We are thrilled to be speaking with Gillie Fairbrother and Mike Wrathall in a highly engaging and informative episode covering the importance of embracing...
2024-06-2529 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E009: Protecting Clients and Preventing Knowledge Loss From the Insurance Marketplace with Donna RobertsonHas the Consumer Duty really changed the insurance landscape to protect customers’ best interests? Are any poor practices still slipping through the cracks? What changes can we implement as an industry to maintain a rich ecosystem of knowledge even as people retire? In this episode of Changing the Conversation, we are thrilled to be speaking with Donna Robertson, Managing Director of Squared Insurance Brokers! She discusses the challenges of balancing personal responsibilities with your career ambitions, and how the industry needs to reformulate its approach to hybrid and remote working solutions. Furthermore, Donna is deeply interested in tr...
2024-06-1132 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E008: Critical Pillars for Stimulating Innovation with Ed GazeHow will Insurtech continue to reshape the industry in the coming years? What factors, material and psychological, continue to curtail the insurance market from innovating at a steadier pace? In this episode of Changing the Conversation, we are thrilled to be speaking with Insurtech trailblazer Ed Gaze! Whilst Insurtech is having a substantial impact on the wider market and facilitating innovation more broadly, many insurance businesses remain steeped in archaic traditional processes. Ed argues that this, along with considerable red tape around gaining capacity and distribution for new ideas, drains momentum from the market’s ef...
2024-06-0425 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E007: The Psychology Behind the Insurance Sector’s Poor Public Perception with Sam WhiteWhy does the insurance industry continue to be plagued by a reputation that it is untrustworthy, exploitative and profit centric? What can we do internally and via our communications with the public to reorient this perspective and thereby foster a healthier relationship between customers and insurers? An array of deep-rooted psychological factors continue to inform negative public attitudes towards insurance. The ramifications of these are multifaceted – active pursuit of a career in the industry is a rarity, hence our current recruitment crisis, and there are generalised misconceptions of what we really do. In this episode of Changing th...
2024-05-2846 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E006: How the Insurance Museum Aims to Inspire the Next Generation of Industry Professionals with Howard BengeWhat is the Insurance Museum and who is it for? Can it help to reconstitute public perceptions of the industry and to educate children and young people about what we really do? Given the rapidly evolving nature of our industry today, it’s easy to forget that our work rests on the shoulders of a centuries-old legacy rooted in the heart of London. The founders of the Insurance Museum intend to cultivate a renewed interest in this history and heritage amongst both industry professionals and the general public. In today’s episode of Changing the Conversation, we are...
2024-05-2131 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E005: A Horizontal View of Transformational Change with Gary BurkeWe are very pleased to be speaking with Gary Burke, Founder of Rabbits From Hats, about the distinction between transformation and change, and how businesses can smoothly implement transformation projects. In conversation with Sarah Myerscough, Gary highlights the importance of adopting a ‘horizontal view’ of change if transformation projects are to achieve their intended goals for a given business.   Quote of the Episode “Companies look at this stuff far too narrowly, far too vertically. They really need to just pause and look sideways, so they get more of a horizontal view. The organization does no...
2024-05-0731 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E004: Can MGAs Succeed When Supported by Fronting Solutions with Paul JewellWhat are ‘fronting’ and ‘hybrid fronting’? How do they differ? And what unique opportunities can these solutions afford MGAs and the wider UK insurance market? In this episode of Changing the Conversation, we are thrilled to be speaking with Paul Jewell, CEO of Bridgehaven Insurance, the first hybrid ‘fronter’ in the UK. At the forefront of this alternative distribution solution’s introduction to the UK market, Paul is well-placed to discuss the disrupting influence of fronting, having already made a sizeable impact across the pond in the US. He elucidates why fronting presents such a powerfully unique and profitable...
2024-04-3024 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E003: Nurturing an Ecosystem of Partnerships with Phil DenmanIn this episode of the Changing the Conversation, we are thrilled to be speaking with Phil Denman, Co-Founder and CEO of four-section MGA, Capacity Insights! In conversation with Macaii’s Sarah Myerscough, Phil explains his philosophy for establishing partnerships with experts external to the insurance industry, and how these can help us to keep apace with customer interests and regulatory demands. Is it possible for any insurance company to address customer desires without delegating any tasks to external experts? As we rapidly transition towards digitisation, how do we keep an eye on the unintended consequences of new di...
2024-04-2325 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E001: Enhancing Your Networking Skills in an Ever-Evolving Industry with Ajay MistryWelcome to Changing the Conversation: The people in insurance. The brand new, reimagined evolution of The Insurance Broker’s Podcast, brought to you by Macaii Ltd! In light of the wide array of changes across insurance we have observed recently, we are shifting the direction of the podcast to speak to those in the industry who are doing things differently, having identified a sticking point which they hope to resist against. This new iteration of the podcast is all about highlighting the people, the passion and the professionalism that drives our industry. ...
2024-04-1625 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the ConversationMacaii S1 E002: Insights from 25 Years in Insurance: Adapting to Industry Shifts with Bryan FalchukWelcome to Changing the Conversation: The people in insurance. The brand new, reimagined evolution of The Insurance Broker’s Podcast, brought to you by Macaii Ltd! In this podcast episode, insurance veteran Bryan Falchuk discusses the need for a fundamental reassessment in the insurance sector amidst changing external dynamics like climate change and supply chain disruptions. Brian argues that traditional cyclicality in insurance rates no longer applies due to shifts in global capital, creating challenges for insurers and customers alike. He advocates for re-evaluating risk coverage and pricing models to design products that me...
2024-04-1626 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation087: The Creeping Effects of Water Damage with Miller InsuranceWhy is water damage so significant in construction sites? Why does it create so many issues for insurers? How can we raise awareness of the prospect of water damage and reduce its incidence? In this episode, we’re discussing water damage, a rising problem in construction insurance and one of the leading causes for claims in the UK. It has caught the eye of insurers, who are doing all they can to make sure that construction companies recognise the issue. We’re thrilled to be speaking with returning guest Steve Cox and Jason Baston, who work in the...
2022-11-2134 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation086: The Intensification of Work – Balance versus Boundaries with Laura HancockWhat constitutes a suitable work/life balance? How much does going the extra mile at work facilitate career progression? How much has the pandemic impacted attitudes to work, productivity and flexibility? In this episode of the Insurance Broker Podcast, we’re very pleased to be speaking with Laura Hancock, Founding Director of Yutree Insurance and Deputy Chair of the BIBA board. In conversation with Boston Tullis’ Sarah Myerscough, she performs a deep dive on a recent BBC article (linked below) which speculates that putting in extra hours and performing additional tasks in order to get ahead in one’...
2022-11-0832 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation085: Decrypting the M&A Market with David LeslieAre you considering putting your business on the market but unsure about what to do? Are you concerned about how selling your business might affect customer relationships, your employees, and the brand itself? In this week’s episode, we’re thrilled to be speaking with David Leslie, Founder and Managing Director of Leslie James Acquisitions. In conversation with Boston Tullis’ Sarah Myerscough, he grants listeners a deep dive into the M&A (mergers and acquisitions) insurance market, focusing on what makes vendor businesses attractive to acquirers, and the intricacies of the valuations process. If you’re thinking about se...
2022-10-2532 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation084: Tackling the Cost of Doing Business Crisis with David PerryAre you concerned about the rising cost of doing business? Are you unsure about how you can advise and support the small businesses most deeply affected by this crisis? In this episode, we’re very pleased to be speaking with David Perry, Managing Director of the FSB Insurance Service, about the rising cost of doing business and the role of insurance in confronting and mitigating this crisis. In conversation with Boston Tullis’ Sarah Myerscough, he focuses specifically on how smaller firms struggling with paying their insurance premiums are navigating this crisis alongside the various other poli...
2022-10-1122 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation083: The BIBA Manifesto’s Past Achievements and New Aims with Graeme TrudgillAre you a broker keen for your voice to be heard but unsure what channels to use? Are you interested in BIBA membership but unclear about what benefits it can bring for you? In this week’s episode, we’re very pleased to be speaking with Graeme Trudgill, Executive Director of the British Insurance Brokers Association (BIBA) about the group’s annual manifesto. In conversation with Boston Tullis’ Sarah Myerscough, Graeme elucidates how BIBA collates the concerns of its members over the course of each year, and communicates them to government every January, bringing the concerns of insuranc...
2022-10-0433 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation082: Crafting a Business Culture with Emily KennaAre you a new business owner, or intrigued by the possibility?  Are you unsure about the nuts and bolts of ‘work culture’, and how it can be effectively constructed in a new business? In this episode, we’re thrilled to be speaking with Emily Kenna, founder of Sense Risk Solutions, a community broker aiming to provide high quality advice and support to corporates when managing their risks and insurance. In conversation with Boston Tullis’ Sarah Myerscough, she explains the importance of establishing a welcoming, encouraging, and challenging work culture within your business. This is accentuated by her desire to...
2022-09-2734 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation081: Is the Insurance Industry in a PR Crisis? - with Brett Sainty, CEO of BLW Insurance BrokersAre you concerned about how your business, and the insurance industry as a whole, is perceived by the public? In this mini episode of the Insurance Brokers’ Podcast, we’re thrilled to be speaking with Brett Sainty, CEO of BLW Insurance Brokers. As a highly experienced and regarded industry professional, Brett is well-placed to discuss the broader public perception of insurers, which he suggests is gravely insufficient. In conversation with Boston Tullis’ Sarah Myerscough, he suggests that the industry is currently facing a significant PR crisis due to an array of circumstances both created by and predating the pa...
2022-09-1307 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation080: The Decline of E-Shots and the Rise of Podcasts with Adrian Saunders - EcclesiasticalHave you ever considered starting a podcast? In this episode, we’re thrilled to be speaking with returning guest Adrian Saunders, Commercial Director of Ecclesiastical Insurance. In conversation with Boston Tullis’ Sarah Myerscough, he discusses Ecclesiastical’s first foray into podcasting, Covered In 15, a bi-weekly series of conversations regarding various topics relevant to brokers and insurance professionals, which has already proven to be highly successful. Adrian explains why and how the podcast started, highlighting the importance of sustaining audience engagement with your business’ content as general habits and preferences towards such material progress and develop.   Quo...
2022-08-3018 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation079: Using Events to Build Relationships with Gary Williamson and Rachael Light - Kingsbridge Insurance BrokersAre you concerned about achieving ROI for your business when you attend events? Are you unsure how to maximise the marketing and interpersonal potential of exhibitions and conferences? In this episode, we’re thrilled to be speaking with new guest Rachael Light, and returning guest Gary Williamson, the Specialty Lines Director and Managing Director of Kingsbridge Insurance Brokers, respectively. Following their fantastic approach to this year’s BIBA conference, Rachael and Gary discuss how to use broker events as a platform to spread your business’ message, in conversation with Boston Tullis’ Sarah Myerscough. Quote of the Epis...
2022-08-1625 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation078: Communication and Marketing with Michelle Leach and Verity Blair, co-founders of the Insurance Marketers Group (IMG)Is your organisation using its marketing department as well as it could, or should? Are you unsure how marketing can improve sales in an industry so reliant on face-to-face contact? In this episode, we’re thrilled to be speaking with Michelle Leach and Verity Blair, co-founders of the Insurance Marketers Group (IMG). The organisation was created in 2010 in order to give insurance marketing professionals the opportunity to meet face to face, discuss ideas, network, and hear from presenters on various topics. In conversation with Boston Tullis’ Sarah Myerscough, they explain how insurance marketing is generally an undervalued and...
2022-08-0930 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation077: Capacity is Key with Michael Keating - MGAAAre you concerned about the hardening of capacity? Would you like to develop current or new relationships with MGAs or insurers? In this episode, we’re thrilled to be speaking with Michael Keating, CEO of the Managing General Agents’ Association, about the upcoming MGAA Capacity Exchange. The event is being held at the Hilton DoubleTree in London, on September 14th. As one of the MGAA’s flagship annual events, it offers a fantastic opportunity for MGAs and insurers alike to meet, and extend pre-existing relationships or enable new ones to flourish.   Quote of the Epi...
2022-08-0214 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation076: The BIBA Conference 2022 with Emma ChapmanHave you missed the interpersonal connections which are so integral to the insurance industry over the past two years? Are you keen to get more involved in the industry community, or to reaffirm the connections you once had prior to the pandemic? In this episode of the Insurance Brokers’ Podcast, we are thrilled to be speaking with Emma Chapman, Head of Conference at BIBA, who is leading the team responsible for organising this year’s in-person event! In conversation with Boston Tullis’ Sarah Myerscough, she explains what attendees can look forward to at this year’s conference, what we...
2022-03-3120 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation075: The Minefield of Contractor Liability Insurance with Dave Cahill and Steve Cox of Miller Insurance Services’ UK Construction PracticeAre you feeling overwhelmed by the immense level of practical knowledge your clients now require of you? Or do you feel confident both in your understanding of the risks facing your clients and their businesses, and in the products you have provided them with? Either way, it’s becoming increasingly apparent that clients are looking for bespoke products which fully cover them against all potential losses, particularly in niche markets such as railway-adjacent construction. In this week’s episode, we’re very pleased to be speaking with Dave Cahill and Steve Cox of Miller Insurance’s construction branch...
2022-01-1220 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation074: Finding the Path of Least Resistance with Warren BainbridgeAre you concerned about the speed of market evolution, and trying to keep up the pace? How can you boost efficiency in your acquisition of solutions for your clients? Is there any way to remain confident in your business ventures as the world remains profoundly uncertain? In this episode of the Insurance Brokers’ Podcast, we’re very pleased to be speaking with Warren Bainbridge, Head of Wholesale and Distribution at Kingsbridge Insurance Brokers. Warren has extensive breadth of experience in the industry, spanning many different sectors and perspectives. In conversation with Boston Tullis’ Sarah Myerscough, he shares enligh...
2022-01-0519 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation073: The significance of accurately presenting risk to insurers with Francis Carroll, Adrian Tate, and Robert Lloyd, Ecclesiastical Regional DirectorsDo you ever feel unconfident in your ability to present risks to insurers? Have you made several risk presentations, but not heard back from the insurer? Are you keen to learn how to boost your presentation skills? In this episode, we’re very excited to have three guests: the Regional Directors of Ecclesiastical Insurance, Francis Carroll, Adrian Tate, and Robert Lloyd. They discuss the profound significance of accurately presenting risks to insurers, both in order to secure the appropriate cover for your clients, and indeed to engage the insurer’s interest in mitigating that risk. In conversation with...
2021-12-2230 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation072: The curve and how to stay ahead with Patrick BriceAre you concerned about staying ahead of the curve as many industries become increasingly oriented towards online products and productivity? Do you feel unsure about how to keep yourselves and your clients informed as new cyber-risks perpetually emerge? In this week’s episode, we’re thrilled to be speaking with Patrick Brice, the Distribution Director at CFC Underwriting, a specialist commercial insurance provider with a keen interest in identifying emerging risks and identifying cyber threats. In conversation with Boston Tullis’ Sarah Myerscough, he elucidates that many businesses and industries are becoming increasingly reliant upon technology for their intern...
2021-12-1532 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation071: The future‘s bright if your a specialist with Chris Withers, EcclesiasticalAre you unsure as to what kind of broker you are, or wish to be? Do you have a vague understanding of where your interests lie, and wish to reorient yourself and/or your business towards them? Are you interested to learn the various benefits and potential pitfalls of being a generalist or a specialist broker? In this episode, we’re thrilled to be speaking with Chris Withers, the Broker Distribution Director for Ecclesiastical Insurance, about the firm’s recent research into broker specialism and generalism. The recently published whitepaper identifies four key broker personas, distinguished by thei...
2021-12-0828 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation070: Mental Health within the Insurance Broker market with Adrian Saunders, Commercial Director of Ecclesiastical InsuranceGood mental health is essential to our general wellbeing. Depending on how we manage it, it can be highly conducive, or deeply destructive to our productive output. As we gradually approach the aftermath of a world-changing pandemic, incorporating such awareness into the workplace, and indeed, all areas of our lives, has never been more urgent. In this special hybrid episode, the worlds of the Insurance Brokers Podcast and Coffee, Calm & Connection merge. We are delighted to be speaking with Adrian Saunders, Commercial Director of Ecclesiastical Insurance, which recently conducted its annual survey regarding mental health within the...
2021-11-0327 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation069: The importance off curating an easy straightforward customer journey with Henry Newby - SuperscriptThings are changing in the world of insurance. What can you do to stay ahead of the curve? How can you adapt your business in order to acclimatise to this new landscape, which has been changed forever by big tech companies such as Amazon and Google? In this episode, we’re thrilled to be speaking with Henry Newby, the Partnerships Director of Superscript, an innovative start-up insurance provider. Superscript recently announced a partnership with Amazon, to provide policies to British SMEs through the Business Prime subscription service. In conversation with Boston Tullis’ Sarah Myerscough, Henry elucidates the sign...
2021-10-2727 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation068: How data and technology is redefining the customer journey with Andrew YatesOver the last ten years, the insurance industry has been utterly transformed by an array of technological advancements, but perhaps most profoundly by the amassing of publicly available digital data. It has quickly become apparent that such information can drive business intelligence, which can subsequently drive customer engagement, which in turn drives sales growth. Are you interested in the potential of data collection, analysis, and interpretation for your own business, but unsure of where to start? In this episode, we’re excited to be speaking with Andrew Yates, Founder and CEO of Artesian, a business intelligence software pr...
2021-10-1225 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation067: Smart Communications – The future of top-class customer engagement with James BrownAre you seeking to streamline the claim-making process, but unsure where to start? Are you struggling to keep up with your competitors, and looking to boost efficiency? Are you concerned by the emergence of instant gratification in business interactions, and determined not to be left in the dust? In this episode, we’re very pleased to be speaking with James Brown, CEO of Smart Communications. In conversation with Boston Tullis’ Sarah Myerscough, he explains the profound importance of great customer experience in order to accelerate your provision of insurance solutions, and to boost client retention. He suggests that...
2021-10-0624 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation066: SME’s, the UK’s economic backbone, but how are they faring? – with David PerryWhether you work in a large corporate broker, or a small provincial, David Perry has that T-shirt and has some wise words to say about how the SME market is faring.   Quote of the Episode: “I think that one of the things that we all have to remember about smaller firms is that quite often, the proprietor is the finance director, HR director, health and safety specialist, IT and systems person and has to deal with all of the conduct and compliance as well. And then when he's not, or she is not doi...
2021-09-2925 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation065: The importance of adaptability in the insurance industry - with Mark Hicks and Richard Miller of Arden InsuranceAre you looking to expand your client base? Are you struggling to retain a balance between offering niche, specialist policies for specific problems, and more generalized insurance solutions? Would you like to venture into educative marketing for your brokering firm? In this episode, we’re excited to once again be speaking with Richard Miller and Mark Hicks, senior team members of Arden Insurance Brokers. In conversation with Boston Tullis’ Sarah Myerscough, they discuss the importance of adaptability in the insurance industry, both to acquire new clients and to retain your current customer base. This can be achieved by a...
2021-09-2230 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation064: Wes and Bex Haynes of Glowsure Insurance Brokers talk about the customer journeyGlowsure are a local community broker facing all the challenges of changing small business owners in our rapidly changing world. In this episode they discuss tech, marketing and the customer journey. Quote of the Episode:  “And it's really important within like sales and marketing to get the right partners to work with.”   About The Guest Hosts Wesley and Rebecca Haynes are the Directors of Glowsure, an independent insurance broker based in Waterlooville, Hampshire, and creators of The Glowsure Business Chat YouTube channel. In 2014 Bex and Wes took the leap into b...
2021-09-1543 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation063: Building a Global MGA with Gary CorkeGary Corke has built and run hugely successful MGAs and is looking to go global with his new venture Sapphire. You could learn a lot from this fascinating journey.   Quote of the Episode: “The use of syndicate in a box is another alternative capital stream. I think it's fair to say that the MGA footprint as we see it now will be very different in two or three years time.”   ABOUT THE GUEST Gary Corke hoped to become a professional rugby player, but when that dream didn’t quite...
2021-09-0833 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation062: The Future of Insurance From Disruption to Evolution with Bryan FalchukAuthor, speaker and insurance professional, Bryan Falchuk, has interviewed some of the most innovative Insuretech business in the world today. Fascinating business success stories told with a keen eye to the drivers and issues. Quote of the Episode: “It's going to be Armageddon, there will be no agents or brokers. I think that's foolish. Because the reality is, that presumes it's just about market access. And there's nothing else that anyone would ever need, when it comes to buying insurance, which is grossly oversimplifying what risk is.” Resources https://bryanfalchuk.com 
2021-07-2846 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation061: Networking made easy - with Peter ClarkePeter Clarke’s new venture, Insurercore, is an extraordinary directory of the nation's insurance products, enabling brokers to find exactly what they need and insurers to advertise their appetite and expertise. Quote of the Episode “As we turn digital, and everything becomes urgent, you still need to have that person to person conversation, that makes you realise that the other person is competent, taking you seriously as well.” About the Guest Underwriter Peter Clarke could see the value of the networks brokers and insurers built up over years but realized how person...
2021-07-2122 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation060: Broker Research Highlights the Value of a Niche – with Adrian SaundersEcclesiastical's research into broker specialisms has generated real insight into what works. Adrian Saunders takes us through it. Quote of the Episode “from a marketing and sales perspective, it comes down to focus. Once you've got a specialism, you've got a real laser sharp focus as to where your sales resource is putting its time, where your marketing resource is putting its time, where your business development and strategic decisions are headed. So I think it's really important on a number of different levels. I think it's about clear proposition and I think businesses that sp...
2021-07-1422 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation059: Consciously Building Trust in Business Relationships - with Richard HighamSarah Myerscough and Richard Higham discuss the tricky question of trust in our rapidly changing world.   Quote of the Episode "Trust isn't random.  It can be managed."   About the Host Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of the insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis is a network of industry professionals working with insurance brokers to offer solutions to business development ceilings, particularly in the...
2021-07-0730 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation058: Futureproofing your Business: The Importance of Agility in Broking – with Sean NealWhether you’re a generalist or working within a niche scheme, making your name in the industry in our current economic climate will be an uphill battle. How can you futureproof your business in light of these conditions? In what ways can you increase the agility of your output? How will big tech and big data affect the industry in years to come? In this episode, we speak with SchemeServe’s Sean Neal, discussing how new independent brokers can benefit from insurance tech and its importance for the future of the industry.   Quote of the Episo...
2021-06-3024 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation057: Tool Theft & £250m per Annum in Costs with Alan Brett Builder Alan Brett didn’t take the theft of his tools lying down. When neither the police nor his insurers were interested, he decided to do something about it. Listen to his fascinating story as he seeks to develop a national tool database. The insurance industry really should take note!   Quote of the Episode “I talked to a lot of police at the time about my tool theft and how angry I was. And they were saying to me that they have no information to go on. They can stop people they know are do...
2021-06-2320 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation056: Leadership in unusual times with Alistair Fraser, CEO of Marsh CorporateAlistair Fraser, CEO of Marsh Corporate, talks leadership, and the possibilities provided by the pandemic, in this fascinating chat with Sarah Myerscough. Quote of the Episode “we've got a massive opportunity as an industry to attract people back” About the Guest Having started in insurance with the Independent, Alistair has spent most of his career with the major global brokers. He’s been with Marsh for 13 years and is now CEO of Marsh UK Corporate following spells with Marsh in Indonesia and Singapore. With leadership experience at the very top of our in...
2021-06-1640 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation055: Being in the insurance industry - with Steve WhiteSteve White has now been in charge at BIBA for 8 years. During that period, we’ve had Brexit, the pandemic and the impact of the transition from the FSA to the FCA – it’s been busy! Listen to Steve’s take on the market and how it will continue to change and adapt.    Quote of the Episode  “Come on board, a trade association is only as good and as strong as the quality and quantity of engagement that we get from our members. We have over 1,800 corporate entities now that are BIBA members. The more that we have...
2021-06-0932 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation054: New Job? Make an Impact - with Gary Williamson How do you make an impact when you join a business? Gary Williamson, newly appointed MD at Kingsbridge Insurance Brokers talks, strategy, niche vs generalist, acquisition and more, in this lively conversation with Sarah Myerscough of Boston Tullis.   Quote of the Episode “You've got to have a focus, whatever that focus might be. For me, you've got to have a focus to create a clear plan and like I say, that's probably a lot of different steps to get you to whatever that end goal is.”   About The Guest ...
2021-06-0228 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation053: Make an Impact When You Communicate, with Susan-Heaton-WrightHow do you get to be the person in the room, or on the zoom, that catches everybody’s attention? Susan Heaton-Wright, creator of the Superstar Communicator methodology, has worked with the CII and global organizations to teach business leaders how to make an impact when communicating. Listen to this fascinating chat with Boston Tullis’s Sarah Myerscough to unlock the secrets of influencing via verbal and non-verbal communication.   Quote of the Episode “Do you know listening, I believe is a huge superpower. And we know from face to face meetings, you remember those o...
2021-05-2629 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation052: Specialist versus Generalist broking: what’s your proposition? – with Adrian SaundersDo you consider yourself to be a specialist or a generalist broker? What are the pros and cons of both?   Ecclesiastical are conducting qualitative research across the market to identify exactly why brokers specialise, how they maintain their specialist knowledge and what are the business, regulatory and financial advantages of doing so.      Quote of the Episode    “The survey is covering, influence, knowledge, business advantages and the regulatory angle as well as how that leads into placement strategy. I think, for those people listening, the link to be able to participate...
2021-05-1818 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation051: Book Leasing - with Ian WainwrightEver creative, insurance brokers are always looking for new ways to grow. Stuart Randall and Ian Wainwright’s new venture, Brokerring, introduces the novel concept of book leasing. A really innovative solution for medium sized brokers looking to grow, or smaller ones looking for a glide path to retirement. Hear more about how it works, and how it came into being, in this fascinating conversation with Ian and Boston Tullis’s Sarah Myerscough.   Key Takeaway So the larger broker doesn't have to find the capital to buy anybody and equally the smaller broker doesn...
2021-05-1140 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation050: Communication and a hard market - with Brett SaintyOn today’s episode, we’re excited to be talking to Brett Sainty, CEO of BLW Insurance Brokers. Brett’s 30 years career in the insurance industry spans broking and MGA management as both employee and business owner. We’ll be talking about the challenges and opportunities he’s seen in his time in the industry and the changes appearing on the horizon.   Learning Objectives What’s behind the hardening market, particularly in PI The reputational damage caused by the Covid BI issue and how BIBA is important to rehabilitating our image The...
2021-05-0438 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation049: R&D Tax Relief and how can help your brokerage - with Justine DignamIs your brokerage fully maximising the support you can give your clients and any changes they have had to make to their process during COVID? Have you had to innovate your business in any way? What relief could you and your clients be eligible for? On today's episode, we’re excited to be chatting to Director of Incentives and Reliefs at Markel, Justine Dignam. Justine is responsible for driving the development, growth and management of the tax incentives and relief division of Markel Tax. She joins us to discuss who, why, how, when and what is R&D Tax Re...
2021-04-1924 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation048: SME commercial business and the opportunity is presents - with Nic Brown048: SME commercial business and the opportunity is presents - with Nic Brown Have you read Markel's white paper on eth economic makeup of the UK commercial industry? On today's episode, we’re excited to be chatting to UK Sales and Marketing Director at Markel, Nic Brown. Nic joined Markel in December 2018, from his previous role at Bupa as Global Sales Director. He’s here to talk with us about his role, what he thinks about the industry as it stands and the White Paper that Markel wrote last year.   KEY TAKEAWAYS: The b...
2021-04-1333 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation047: Insurance Brokers, Process and Growth - with David LewisOn today's episode, we’re excited to be chatting to David Lewis from David Lewis Consultancy. David has had a long and varied career in the industry, specifically through WAM organisations, brokers, insurers and even captive insurers. He’s talking to us about his experience, his expertise and what he’s learned whilst working with different size companies and organisations.   LEARNING OBJECTIVES: Most learnt behaviours have come from regional entities rather than larger organisations and that’s rather revolutionary. There is such hierarchy that you have to navigate through to get things do...
2021-04-0550 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation046: Automation in the Insurance Industry - with Lyndsey Barnett and Giles AshleyOn today's episode, we’re excited to be chatting to Giles Ashley, Product Development Manager and Lyndsey Barnett, Head of Broker Management at Modus Underwriting. They’re here to chat with us about automation in the insurance industry, what that looks like in the future and their brand new broker platform!   LEARNING OBJECTIVES: The whole idea of Modus as a business was to build an automation into underwriting for broker journeys’ so that it’s quicker and easier for them to trade. The new online platform has been built exclusively for UK broker...
2021-03-2935 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation045: Marketing and Sales for Insurance brokers - with Declan MurrayOn today's episode, we’re excited to be chatting to Declan Murray, Marketing Business Partner at Willis Towers Watson Networks. We’re talking all things marketing in the insurance industry. You can learn more about how you can ‘up your game’ using the hints and tips Declan provided in this episode and also hear about hot topics such as finding your audience, a niche, paid advertising and social media.   LEARNING OBJECTIVES: The insurance industry and marketing is really focused around one day a year… renewals. All marketing strategies should be realistic so that you...
2021-03-1540 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation044: Corporate Social Responsibility - with David Williams, Mike Keating & Graeme MackenzieHave you ever considered the unique position of the insurance industry, in the aftermath of a disaster, to help with social and emotional rehabilitation for all those affected? What benefits could this bring both from a business perspective and the wider society?  Discussing all things CSR, we will be exploring the ways in which the insurance industry can make an impact!   LEARNING OBJECTIVES: What is Corporate Social Responsibility and how can businesses play they part. Understanding an insurers’ placement at the point of a claim to extend the CSR initiative. M...
2021-03-0850 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation043: The Hardest Part of Running a Brokerage - with James MantOn today's episode, we’re excited to be chatting to James Mant, Managing Director of Greenfield Insurance Services. He talks with us today about his personal and professional journey through the insurance industry.   LEARNING OBJECTIVES: The most difficult part of the pandemic on the business was managing the expectations of both staff and clients. An important lesson learnt since going it alone is to always look at what the worst case scenario of a business decision could be before making it. The hardest part of running a business can be...
2021-03-0120 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation042: How to sell Cyber - with Brad FraserOn today's episode, we’re excited to be chatting to cyber-security expert, Brad Fraser. Brad is the CEO of Infoprotect and he chats to us about cyber-risks, including the importance of knowing and assessing your own and how we can talk and explain these to our clients.   LEARNING OBJECTIVES: Cyber security training in SME and larger businesses is essential to stop cyber-attacks happening within your business. 31% of companies in the UK are being victim to cyber-attacks on a weekly basis. The above statistic will have definitely increased in the las...
2021-02-2323 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation041: COVID, Brexit and tech transformations in Lloyds - with Andrew SparrowOn today's episode, we’re excited to be chatting to Andrew Sparrow, Managing Director of Fidentia Insurance Brokers. Andrew has a long varied history in the insurance market and we’re particularly talking about the impact of COVID, Brexit and the technology transformations happening within the Lloyd’s market.   LEARNING OBJECTIVES: Identifying the niche areas of business has been fundamental to the growth of our business over 7 years. This last year has meant that the insurance industry has been focused on defending and retaining rather than new business. When dealing...
2021-02-1540 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation040: Lloyds & Relationships - with Paul SmithOn today's episode, we’re excited to be speaking to Paul Smith, Managing Director of Fenchurch Insurance. Paul has over 20 years’ experience in the insurance industry and is chatting with us today about his journey, experience and specifically about the Lloyds market too!   LEARNING OBJECTIVES: Every now and again, there'll be an opportunity or a situation whereby a case is either rather large, rather unique, or rather difficult – insurers should prepare for this. Mainstream insurers that have the opportunity and availability to place business with Lloyd’s brokers will quote different terms, premiums and access le...
2021-02-0801 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation039: Placing Platforms within Lloyds - with James WillisonOn today's episode, we’re delighted to be speaking to James Willison of Web Connectivity Limited (WCL). James’ background is in management consultancy as well as the Lloyds and London market. He chats with us today about his experience, knowledge and shares his exciting news regarding the future of WCL.   LEARNING OBJECTIVES: 2020 was the year that, since beginning, we see the underwriting rooms shut for the first time in its history. London, company and Lloyd’s markets have continued to trade whereas 10/15 years ago, the pandemic would have certainly caused a differe...
2021-02-0129 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation038: The Future in our Industry - with Mike KeatingOn today's episode, we’re excited to be speaking to Mike Keating, CEO of Managing General Agents’ Association (MGAA). Mike has been in the industry for a number of years, in various different roles and is here with us today to talk about the Lloyds market, the future of Lloyds and where 2021 might take our industry.   LEARNING OBJECTIVES: The pandemic and lockdown has meant that MGA’s have proved their worth in terms of their ability to be nimble and show innovation. The insurance industry can expect a market reset in that th...
2021-01-2540 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation037: Strategic Planning and Niche Markets - with Chris Luker & John DunnOn today's episode, we’re chatting to Chris Luker and John Dunn of Luker Rowe. Both Chris and John have extensive experience in the insurance industry and we’re delighted to be talking to them today about the challenges the industry faces in 2020, strategic growth planning and niche markets.   LEARNING OBJECTIVES: One of the biggest insights in a move from insurer to broker have been just how difficult it can be to win new business. Having clearly defined and established propositions for different customer groups has been a step to Luker Rowe’...
2020-11-0927 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation036: Comparison Websites & Current Trends - with Justin WardIn this weeks’ episode, we are speaking to Justin Ward. Justin is the Director of T&R Direct and has spent the last 34 years in insurance. Justin joined T&R Direct 5 years ago and chats with us today about his journey and thoughts on the current market.   KEY TAKEAWAYS: If you’re thinking of using comparison websites, make sure you do your due diligence to minimise risk of fraud etc. Communication must be kept at a maximum with existing clients so that they know who they’re insured with and why.
2020-10-3128 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation035: Self Employment, Networks & The Journey - with Alistair Body & Rob ThackerOn today's episode, we’re tripling up! We are really excited to be chatting to Rob Thacker and Alistair Body. Both joining us from Momentum, Alistair is the Business Development Director and Rob is the CEO of Pozitive Insurance Solutions - a Momentum broker. Both joining us to talk all things pandemic, industry changes and to give us a little more information on what Momentum is, does and how it can benefit the industry as a whole.   LEARNING OBJECTIVES: When COVID hit, the industry came to a bit of a halt. Now, it’s qui...
2020-10-2331 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation034:COVID & Transitioning your business - with Gary WilliamsonIn this week's episode, we are speaking to Gary Williamson, Trading and Development Manager at South Essex Insurance Brokers (SEIB). Gary has over 25 years experience in the industry across all elements and joined SEIB in February 2020 after having worked with big names in the insurance space such as AXA, AIG and CAN.   KEY TAKEAWAYS: The transition that the business needed to make during COVID was difficult, but it was a change that needed to happen. Some insurers have damaged their reputation and relationships through this time but not wrapping themselves around t...
2020-10-1631 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation032:The Start Up Journey - with Alastair RobertsOn today's episode, we’re speaking to Alastair Roberts. Alastair is the Director of Alastair James Insurance Brokers and is talking with us today about those brave enough to be thinking about ‘going it alone’. Alastair has his own story to tell and will be sharing with us his great advice and tips which he was able to take from his own journey when he set up his business a few years ago.   LEARNING OBJECTIVES: A piece of advice Alastair wishes he could give himself if he knew then what he knew now would b...
2020-10-0926 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation031: Strategic Business Management - with Richard Higham Part 3In the final part of this three-part series, we’re talking all things new new business and your existing book, the importance of strategic account management as well as sales management and how to do it well. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance.   KEY TAKEAWAYS: The first key to making new new business easier is to make it as un-random as possible. Grow you...
2020-10-0235 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation030: Increasing Sales & The ACE Method - with Richard Higham Part 2In part two of this three-part series, we’re discussing the three levers of increasing performance in your sales team. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance.   KEY TAKEAWAYS: Sales people have three levers and this is described as the ACE method. Activity, concertation and effectiveness. 44% of sellers give up after the first no from a customer. There are, on aver...
2020-09-2525 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation029: Sales Performance - with Richard Higham Part 1This episode is the first part of a three part series in boosting your sales performance. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance.   KEY TAKEAWAYS: We've got to generate high growth in low growth economies. If that was true before COVID, and it was, it's even more true now when it's uncertain where growth is going to come from. Trust built out o...
2020-09-1919 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation028: The Insurance Sales Revolution - with Jason LuiOn today's episode, we’re speaking to Jason Liu. Jason is the CEO of Zywave and has over 20 years’ experience leading multiple high growth software companies across the world. Since joining Zywave in the spring of 2018, Jason has implemented the sales and service models championed in his latest ebook ‘The Sales Revolution’ to build Zywave’s reputation as a leading insurance technology provider.   LEARNING OBJECTIVES: Over recent months, insurance agencies have transformed and sellers in the industry have to adopt the latest in sales processes and sales technologies. Because of how COVID19 has...
2020-09-1236 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation027: Nimbility and the Insurance Industry - with Ian LloydOn today's episode, we’re chatting to Ian Lloyd, Managing Director of iprism Underwriting. Ian has held this position since 2018 and has been in the insurance industry for over 15 years. He is currently responsible for the management and operation of iprism and is involved in business and product development as well as technology development.   LEARNING OBJECTIVES: The ability to adjust and adapt quickly in business is what sets you apart from others in your industry. It’s a hardening market. Lots of small businesses, particularly retailers will struggle now and should move to online opera...
2020-09-0835 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation026: Insurance Broker's Step by Step Guide to Effective Sales and Marketing - with Sales MyerscoughOn today's episode, we’re talking to… me! Sarah Myerscough. This weeks’ episode is a slightly different approach to the norm. A number of my clients have asked me to put together a step-by-step guide to formulating an effective marketing strategy so, here it is! Marketing is understood in different ways by different people and people use the word marketing without really knowing what their objective is. This step by step guide should help you to identify key areas in which some thought is needed in order to put together an effective strategy to start growing your business.  
2020-08-3016 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation025: Marketing Strategy for Insurance brokers - with Fay Reinhold-ShorOn today's episode, we’re chatting to Fay Reinhold-Shor, the UK Manager of Zywave. Fay has an extensive background in sales and marketing and is a name the insurance industry as a whole will recognise. Fay joins us today to discuss all things marketing and strategy so if you’re looking to find out how you, as an insurance industry professional, can better your marketing strategy – listen in!   LEARNING OBJECTIVES: Building a bank of satisfied customers through continual touch points over the course of the year will aid in bettering your chances of renewals...
2020-08-0231 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation024:The Cii and the EATT - with Melissa Collett and Stephen RossOn today's episode, we’re talking about EATT – the Education and Training Trust that Chartered Insurance Institute have recently launched alongside The Insurance Charities. We’re chatting to previous podcast guest, Melissa Collett and Independent Trustee, Stephen Ross about how the new program can benefit insurance industry professionals.   LEARNING OBJECTIVES: EATT has been set up to assist in advancing education and training of people have who work within the sector of insurance and allied occupations such as financial planning. Teaming up with The Insurance Charities means that CII can help those that ar...
2020-07-2518 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation023: Equality, the Cii and Modern Approach - with Sian FisherOn today's episode, we’re chatting to Sian Fisher, CEO of Chartered Institute of Insurance. Sian has held senior roles in Lloyds syndicates, a UK and European insurance company, a market leading MGA and a major international broker US corporation. Sian is passionate about equality and is a founding member of the Insuring Women’s Future Initiative as well as holding several board directorships, businesses and associations across the industry.   LEARNING OBJECTIVES: How the Cii’s work impacts society as a whole, not just the membership. What strategic plans the Cii have in...
2020-07-1753 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation022: Renewals, Client Centricity and New Business- with Martyn GrimeOn today's episode, we’re chatting to Martyn Grime of Park Lodge Business Consultancy. Martyn has over 40 year’s experience in the insurance industry and we’re extremely lucky to have him as part of the Boston Tullis network. Martyn specialises in renewal processes and new business strategies, planning and forecasting to increase income.   LEARNING OBJECTIVES: Renewal processes should be viewed as a great opportunity for a broker to renew on the best terms with their client but also to achieve the best result for the client. Taking the time to reassess a client’s positio...
2020-07-1126 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation022: HR & Compliance - with Roland Romata and Sarah McKee-HarrisOn today's episode, and as part 2 of our mini-series, we’re chatting with two previous podcast guests – Roland Romata of RR Compliance and Associates and Sarah McKee-Harris of Kingswood Group. Talking about all thing’s mental health in the current climate and returning to work, we look at this from a HR and compliance perspective and what we can expect over the upcoming weeks and months. LEARNING OBJECTIVES: The pandemic has highlighted what the lack of support within firms can cause in terms of compliance and operational efficiency. The FCA should encourage regulatory expectations with regards to men...
2020-07-0534 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation021: HR and return to work - with Sarah McKee-HarrisOn today's episode, we’re chatting to HR and recruitment specialist Sarah McKee-Harris of Kingswood Group. Sarah specialises in the financial services and insurance industry in and outside of London. Sharing her insight into returning to work after the pandemic and the HR requirements that most businesses are facing today – we chat about what we can expect from HR professionals and how this might change the way in which HR functions operate within insurance based businesses. LEARNING OBJECTIVES: We can expect that ‘people issues’ will arise from employees returning to work from both a physicality and mental h...
2020-06-2728 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation020: Building Pipelines, the Hard Market and Business Planning - Brendan McManusOn today's episode, we’re chatting to CEO of PIB Group, Brendan McManus. Brendan has over 42 year’s experience at senior level across both insurance and broking. Brendan shares with us his varied career history and talks to us about some of the challenges he’s faced. We also discuss why Brendan thinks it’s important to have both long term and short term planning in place and how he thinks the economy will recover from the pandemic. LEARNING OBJECTIVES: The lockdown has made insurance industry businesses more efficient and better serviceable with technology and improved processe...
2020-06-1338 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation019: Video Marketing & Insurance - with Charles AlexanderOn today's episode, we’re taking a slightly different approach! We’re talking to animated content creating mastermind, Charles Alexander. Charles’ mission in life is to help busy professionals, mainly insurance brokers, in the US to stand out in a crowded marketplace by creating story-based explainer videos. LEARNING OBJECTIVES: Animated explainer videos are of a hot topic amongst people, specifically in the insurance and financial industries, where it’s less likely you’ll see your competitors on camera. Videos are important because they grab the audiences’ attention quickly and helps to build a trust factor among your potential cl...
2020-06-0630 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation018: Future Opportunities - with Ashwin MistryOn today's episode, we’re talking to Ashwin Mistry, the Executive Chairman of Brokerbility. Ashwin has over 40 years experience in the general insurance and broking market. Having started his career at 17 before becoming a director at Brett and Randall in 1983, Ashwin helped establish Brokerbility in 2006 and the business is now a major independent group in the UK. LEARNING OBJECTIVES: The current pandemic is a chance for the insurance industry to demonstrate its value. We’re currently in unchartered territory for the industry. There are many people, outside of the industry, that don’t appreciate the impact that f...
2020-05-3142 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation017: Driving Best Practice - with Melissa ColletOn today's episode, we’re chatting with Professional Standards Director of the Chartered Insurance Institute (Cii), Melissa Collett. Melissa has an extensive background in consumer insurance and legal issues. Melissa works incredibly hard to raise awareness of best practice and to drive ethical behaviour through engagement with the professional and external stakeholders. LEARNING OBJECTIVES: Making changes to the corporate chartered status has helped the broking community to focus their concertation on their customers. During the current pandemic, now may be a good time for firms, time efficiently and financially, to achieve chartered status. The highlight of the ye...
2020-05-2530 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation016: Compliance and the FCA - with Roland RomataOn today's episode, we’re talking to Roland Romata of RR Compliance Associates and partner to Boston Tullis. Roland has over 10 years’ experience working in compliance, initially in the SRA field before moving to FCA regulated sectors. Roland’s focus and passion is in designing and developing bespoke compliance practices for firms using automated technology and IT solutions to drive resource requirements for efficient compliance practices. LEARNING OBJECTIVES: The FCA have made a number of changes to their rules which should be checked and implemented to firms in the industry if they haven’t done so already...
2020-05-1827 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation015: Breaking Barriers to Growth - with Sam LindleyOn today's episode, we talk to business coaching expert Sam Lindley of Cloud9 Business Coaching. Sam’s experience is in SME businesses - coaching mindset and supporting business owners across a variety of industries. Sam works with individuals to overcome mindset problems and helps them to develop knowledge and skills required for successful entrepreneurship. Through Sam, we can learn how to break through barriers to growth and discover a community of supportive ideas about growing your business. LEARNING OBJECTIVES: The effect of the pandemic initially slowed business owners down in their approach to growing their bu...
2020-05-0329 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation014: Capacity in the Market - with Clive NathanOn today's episode, we talk to CEO of Global Risk Partners, Clive Nathan. Clive will be known to most people throughout the industry as he’s had a very distinguished career starting in 1987. Clive currently has responsibility for GRP’s Underwriting division and in this episode, will be talking to us about COVID-19, its effects on the MGA marketing and Clive’s positivity for the future of the industry and economy. LEARNING OBJECTIVES: The effect COVID-19 has on the industry will be dictated largely by what happens with insurers and insurers will have a massive part to pla...
2020-04-2632 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation013: COVID 19 Claims - with Alan ChandlerToday’s episode is particularly topical and has proved to be of huge interest to the industry. Alan Chandler gives us the run down on the future state of the industry and whether it can survive COVID 19 claims. Alan’s background for the last eleven years has been in training the insurance industry, across all levels of CII qualifications. He has trained well over a thousand people to become ACII qualified including six individuals who have achieved the best ACII completion in the whole of the United Kingdom, he has also trained many national prize winners. Alans repertoire of know...
2020-04-1934 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation012: Actuarial Modelling, Pricing and Reserving for Commercial and Niche markets - with David HughesOn today's episode, we chat with Managing Director of Mulberry Risk, David Hughes. David has over 20 years’ experience working for various Lloyds syndicates such as AIG and Marsh. He talks with us about his expertise within actuarial modelling, pricing and reserving for commercial and niche markets. David has been busy putting together a unique offering for the MGA marketing in the form of Mulberry Risk – he explains more about this on this podcast. LEARNING OBJECTIVES: Understanding and having the ability to support our client’s challenges is a fundamental part of your business. Securing capacity is a top...
2020-04-1231 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation011: Risk Management and Value Adding - with Stuart RoothamOn today's episode, we chat with Aston Lark Group Managing Director, Stuart Rootham. Stuart discusses his 25 years’ experience within the insurance industry at senior management level and his advocacy of the client centric approach. Stuart also shares with us his thoughts on life in the industry during and after the covid-19 pandemic and how he thinks this will shape the insurance industry in the future. LEARNING OBJECTIVES: The most common areas that brokers look to add value is around risk management. Having a Business Continuity Plan ('BCP') is vital. A recovery plan should also be created as...
2020-04-0634 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation010: The Challenges for Small Brokers - with Sara FardonOn today's episode, Sara talks with us about her vast and varied experience in the insurance industry and how she believes the future of insurance will be shaped. Sara has been instrumental in the growth of Willis Tower Watson Network and will share with us with some advice and tips on the challenges that small brokers do and will continue to face along with why she believes it’s important to build strong relationships with likeminded industry professionals. LEARNING OBJECTIVES: Building close relationships as a network both professionally and personally is an integral part of growing yo...
2020-03-2931 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation009: Blockchain & the Insurance Industry - with Ranvir SagguOn today's episode, Ranvir talks about his 25 years of experience with the insurance industry. Ranvir has spent the last 4 years working to solve some of the insurance industry’s biggest challenges. You can expect to hear all about Ranvir’s success in providing a supply chain that operates much more efficiently through technology and which, in turn, will provide effective solutions to the industry and its future. LEARNING OBJECTIVES: Understand the ways in which technology can enable better customer service for the end user. Think differently about the status quo of back end administration and look for...
2020-03-2327 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation008: Exit Strategies, Success & Marketing - with Peter BlancOn today's episode, Peter talks about his extensive experience in the industry and his incredibly varied and successful career. He shares some of this thoughts and advice on business growth and focus as well as discusses successful marketing strategies that could benefit other industry professionals. LEARNING OBJECTIVES: Considering and planning for your exit strategy is important, mergers and acquisitions are only part of the story. Management buy outs and management buy ins, although less frequent, should be considered. To be a successful broker, you need to be extremely client focused and have a sense over protecting...
2020-03-1646 minPeople in Insurance: Changing the Conversation
People in Insurance: Changing the Conversation007: Mental Wellbeing in Financial Services - with Zoe FlintIn this episode, Zoe explains the importance of mental health awareness and wellbeing in the corporate workplace and how mindfulness and positive psychology can help. Zoe gives great insight into the way the human brain works and how developing a culture within the workplace can support us as a company and as individuals.  KEY TAKEAWAYS: “15% of people who have mental health issues whilst at work are caused by their workplace.” “If you're bringing together different organisations with different cultures, the way our mind may respond, unless it's managed exceptionally well, is defensive according to the perceived ‘threat’. ...
2020-03-0942 min