Insurance Banter with Burand & Borup

Hosted by Paul

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May 2026

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About the show

In-depth and engaging discussions focused on the insurance industry.

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60 recent

May 27, 2026Episode 9018 min

Insurance Agency Valuations Are Crashing? The Truth About AI, Private Equity & Selling at the Right Time

In this episode of Insurance Banter, we sit down with Kevin Donoghue, Founder of Mystic Capital Advisors, to unpack what’s really happening in the insurance agency M&A market.From collapsing public broker multiples to AI-driven staffing cuts, Kevin shares insider insight into how agency valuations are changing and what sellers need to know before entering the market.We also dive into: Why private equity-backed buyers are still aggressively acquiring agencies The surprising number of buyers most agency owners never hear about How brokers can increase agency sale valuations dramatically The hidden conflicts of interest many sellers overlook Why due diligence should go BOTH ways The risks of excessive leverage in agency roll-ups How top producers and employment agreements impact agency value What sellers should understand about earnouts and equity structures If you own an insurance agency, are considering a future sale, or simply want a clearer understanding of where the market is heading, this conversation is packed with practical insight.Key Takeaways Public broker EBITDA multiples have compressed significantly AI concerns are reshaping investor expectations Private equity still has substantial capital to deploy Sellers should focus on both valuation and buyer fit Specialized M&A advisors can materially improve outcomes Buyer financial strength matters more than ever Guest InformationKevin Donoghue Founder, Mystic Capital AdvisorsEmail: KPD@mysticcapital.comPhone: 617-901-8747

April 27, 2026Episode 8919 min

Captive Insurance: Smart Risk Strategy or Dangerous Tax Trap?

Episode Summary: Chris and Paul are joined by Jerry Messick of Unity Captive to explore the realities of captive insurance—beyond the polished sales pitches. They break down when captives are a powerful tool for risk management and profitability—and when they can lead to serious financial and regulatory trouble.Captive insurance is often sold as a silver bullet—but is it a smart risk strategy or a ticking time bomb? In this episode, we cut through the hype and unpack what actually makes captives work… and what causes them to fail.From IRS scrutiny to due diligence mistakes, this conversation highlights the difference between using captives strategically versus chasing tax-driven schemes. If you’ve ever considered a captive (or advise clients who have), this episode offers a grounded, experience-driven perspective you won’t hear in most presentations.Key Takeaways: Captives work best as a risk management strategy—not a tax play Why loss ratios and risk profiles determine captive success The importance of due diligence (on both the model AND the people selling it) Common reasons captives fail—including IRS challenges and poor structuring How owning your own risk changes behavior and improves outcomes Why more than 50% of commercial premiums are shifting to alternative markets The growing role of group captives and long-term client retention strategiesChapters / Timestamps: (00:00) Introduction & guest background: Jerry Messick (01:00) What Unity Captive does & industry experience (02:30) The reality of captives: when they work vs. when they don’t (04:20) Why many captives fail (and IRS concerns) (05:00) Due diligence: questions you must ask before joining a captive (06:50) Captives as true risk ownership—not risk transfer (08:00) Improving loss control & operational behavior (10:15) Industry trends: growth of alternative risk markets (11:40) Group captives and long-term strategy (13:00) The future of the insurance industry & attracting new talent (16:00) Why insurance careers are more dynamic than you think (17:20) Final thoughts: integrity and client-first mindset Contact: 🌐 Unity Captive: https://unitycaptive.com 📞 Phone: 405-550-2651

April 4, 2026Episode 8819 min

From $1M a Day in Losses to Industry Turnaround: The BrickStreet Story

In this episode of Insurance Banter, Chris and Paul sit down with Greg Burton, former CEO of BrickStreet Insurance, to unpack one of the most remarkable turnaround stories in the insurance industry.Greg shares how he stepped into a failing workers’ compensation system in West Virginia—losing $1 million per day with billions in unfunded liabilities—and helped lead its transformation into a successful private insurance company. Key Topics Covered:The Breaking Point: What a collapsing state-run system looks like from the inside Leadership in Crisis: How to step into chaos and create clarity Cultural Transformation: Shifting mindset from “claimant-first” to “customer-first” Privatization Decision: Why moving from government to private market was essential Building From Scratch: Launching a fully operational insurance company in just 9 months People Over Process: Empowering existing employees and bringing in the right talent Lasting Impact: How reforms reduced workers’ comp rates by over 80% and reshaped a state’s economy

February 8, 2026Episode 8717 min

Insurance Agents Aren’t ‘Advisors.’ Stop Pretending

The insurance industry markets expertise, but in many states the legal standard of care says something else: agents often aren’t required to advise clients what to buy, and the insured is expected to read and understand the policy anyway. That’s not professionalism. That’s outsourcing risk to the least-informed party in the transaction.Chris and Paul go straight at the contradiction: we mandate CE while tolerating an order-taker standard that protects mediocrity and punishes agents who do the job correctly. They draw a hard line between “real education” and cheap CE mills, explain how the system incentivizes underinsurance, and break down why the fear of higher standards driving more E&O claims doesn’t hold up in practice. This episode challenges the industry’s favorite fiction: that the current model is defensible because “that’s how it’s always been.”

January 31, 2026Episode 8631 min

If They Offer You Stock…Don’t Sign Until You Hear This

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/

January 26, 2026Episode 8524 min

Don’t Panic: Handling Department of Insurance Complaints Like a Pro

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 LearnWhat 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/

January 5, 2026Episode 8424 min

Insurance Can’t Win Without a Real Fight: The Lobbying Mistake Costing Everyone

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 NotesWhy 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.

December 28, 2025Episode 8316 min

Why Most Insurance Producers Fail — and How the Right “Car” Creates Rainmakers

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.

October 25, 2025Episode 8220 min

Jeff Mango from AM Best discusses Delegated Underwriting Authority Ratings

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.

October 19, 2025Episode 8124 min