Insurance Banter with Burand & Borup

Hosted by Paul

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Oct 2026

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

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October 24, 2026Episode 9720 min

The Next Competitive Advantage: Why Insurance Carrier Balance Sheets Matter More Than Ever

As new capital floods the insurance industry and competition intensifies, what will separate successful insurance carriers from those left behind? In this episode of Insurance Banter, Matt Reilly of Conning joins Chris Burand and Paul to explore why balance sheet strength, disciplined capital management, and smart investment strategies may be the industry's most overlooked competitive advantages. From the rise of MGAs and alternative capital to the opportunities created by higher interest rates, Matt explains why insurers must look beyond premium growth and focus on long-term financial sustainability. In this episode, you'll learn: Why an influx of capital could create a significantly more competitive property and casualty insurance marketplace. How investment portfolio strategies can help carriers improve profitability without relying exclusively on underwriting performance. Why balance sheet strength and policyholder surplus remain essential, even as new insurance business models emerge. How insurers can take advantage of higher investment yields while managing risk and matching assets to liabilities. Why disciplined capital management can position carriers to outperform competitors during future market cycles.

October 2, 2026Episode 9617 min

AI, Consolidation & the Future of the Independent Insurance Agent

The independent insurance agency channel has supposedly been on the verge of extinction for decades. Instead, it continues to evolve, grow, and find new ways to compete. In this episode of Insurance Banter , Paul Borup and Chris Burand sit down with Luke Bills, President of Independent Agency Distribution at Liberty Mutual , to discuss what is actually happening to insurance distribution. Luke shares his perspective from nearly 25 years in the industry, including how private equity and consolidation have reshaped the agency landscape while the overall number of P&C agencies has remained surprisingly resilient. Pasted markdown Pasted markdown The conversation moves beyond traditional agency models to examine the growth of direct distribution, embedded insurance, new technology-driven agencies, and AI. More importantly, Luke explains why increased complexity may actually strengthen the value proposition of independent agents rather than eliminate them. Pasted markdown Pasted markdown In this episode, you’ll learn: How private equity and M&A are changing the structure of the independent agency channel. Why consolidation has not resulted in the disappearance of independent agencies. Why the captive agency model is facing increasing pressure while independent agencies continue to gain market share. Where embedded insurance and technology-driven distribution models may fit into the industry's future. How AI could remove friction from insurance transactions without necessarily replacing professional agents. Why increasingly complex risks make expertise, experience, carrier relationships, and trusted advice more valuable. What Liberty Mutual sees as the future of its partnership with independent agents.

September 22, 2026Episode 9522 min

Trust but Verify: AI, Automation and the Future in Insurance Technology

Technology is changing the independent insurance industry at a remarkable pace—and agencies are moving beyond simply experimenting with AI. In this episode of Insurance Banter , Chris and Paul are joined by Doug Mohr, Vice President of Industry Relations and Partnerships at Vertafore , to discuss how technology is reshaping independent agencies, networks, and the broader insurance ecosystem. Doug explains why open architecture and integrations have become critical as agencies assemble increasingly sophisticated technology stacks, and why the agency management system remains the essential system of record. The conversation then turns to AI, where Doug sees 2026 as the year agencies move from experimentation to real implementation. From ingesting unstructured data and automating reconciliation to assisting underwriting, AI is already removing repetitive work—but that doesn't mean insurance professionals can stop checking its work. In this episode, you'll learn: How insurance associations and agency networks are evolving to provide more technology and market access Why “tech stack in a box” solutions are lowering the barriers for agents moving from captive to independent agencies How Vertafore's Orange Partner Program creates an ecosystem of integrated third-party technology Why open APIs and a clearly defined system of record matter as insurance technology becomes more interconnected Where agencies are already putting AI to work in real-world workflows Why 2026 represents a shift from AI experimentation to AI implementation How agentic AI could eventually automate entire insurance workflows rather than individual tasks Why human oversight remains essential when using AI for regulated insurance work Why “trust but verify” may be the most important AI advice for insurance professionals right now

September 14, 2026Episode 9422 min

Want to Start an MGA? Now May Be the Time

The MGA marketplace has evolved from what was once viewed as insurance’s dumping ground into one of the industry’s most sophisticated and innovative segments. In this episode of Insurance Banter , Chris and the team sit down with John Willemsen of Willemsen Advisors to explore what’s driving the growth of MGAs—and why now may be the time for insurance entrepreneurs to make their move. Drawing on more than 35 years in underwriting, business development, and program business, John explains what separates successful MGAs from those that struggle. The conversation covers everything from distribution and carrier expectations to the growing importance of data, analytics, AI, and technology. John also explains why launching an MGA is more like launching an insurance carrier than many entrepreneurs realize—and why the barriers to entry may soon get much higher. In this episode, you’ll learn: Why differentiation and distribution can matter as much as underwriting when launching an MGA Why John recommends having an 18-month to two-year financial “moat” for a startup MGA Why roughly $10 million in premium can be an important target when working with carriers How data and analytics can uncover profitable segments competitors may be overlooking Why AI-related risks could create opportunities for a new generation of specialty MGAs How innovative MGAs are approaching difficult markets such as commercial auto Why technology may soon become a requirement just to “get in the front door” Why John believes the MGA market will continue to grow and become more sophisticated Connect with John Willemsen John is the founder of Willemsen Advisors, an MGA advisory firm working with startup and existing MGAs as well as private equity firms evaluating MGA opportunities. He also serves as a strategic advisor to Target Markets and participates in a podcast with the Target Markets Association. jwillemsen@willemsenadvisors.com

August 21, 2026Episode 9323 min

The Future of Mutual Insurance: Independence, Innovation, and AI

In this episode of Insurance Banter , Paul and Chris sit down with Tom Troy, CEO of The Mutual Group , to explore a new model for helping mutual insurance companies compete and modernize without sacrificing the independence that has defined them for generations. What You'll Learn Why mutual insurers remain such an important part of the U.S. P&C insurance market How The Mutual Group helps mutual insurers modernize without giving up their independence Why the farmer cooperative model offers a useful blueprint for the future of mutual insurance How technology is changing the strategic responsibilities of insurance leaders Why insurers should evaluate AI through the lens of customer service rather than simply corporate efficiency How AI could make claims and customer interactions faster and more effective Why transparency with regulators will be critical as insurers expand their use of AI Why Tom believes trust will preserve the insurance agent's value in an increasingly AI-driven marketplace How insurance agents can use AI to strengthen—not replace—the relationships they have with customers

August 14, 2026Episode 9218 min

Stop Winging It: How Insurance Agencies Can Hire Better, Stay Compliant, and Keep Great People

What if one of the biggest risks inside your insurance agency has nothing to do with the policies you sell? In this episode of Insurance Banter , Chris and Paul sit down with Jenny Lavey of Rise Human Resources to discuss the people side of running an insurance agency, from hiring and interviewing to HR compliance, onboarding, employee retention, and recruiting in an increasingly difficult talent market. In this episode, you'll learn: Why many small and midsize businesses unintentionally “wing it” when it comes to HR. How structured interviews help agencies hire for behavior and culture, not merely résumés. Why job descriptions, employee classification, and independent-contractor decisions deserve serious attention. How better onboarding can improve employee experience and retention. Why your agency's reputation as an employer is becoming increasingly important. How colleges, internships, and adjacent industries can become valuable recruiting pipelines. Why critical thinking may be more valuable than prior insurance experience. How to recognize and recruit talented people wherever you encounter them. Guest: Jenny Lavey, Rise Human Resources Learn more: RiseHumanResources.com

July 3, 2026Episode 9120 min

Can Your Insurance Agency Be Too Profitable? | Mary Belka & Cheryl Koch on Building Elite Agencies

For decades, agency owners have been told that growth requires hiring more people, adding more technology, and building larger teams. But what if the opposite is true? In this episode of Insurance Banter with Burand & Borup , Chris Burand and Paul Borup are joined by agency management experts Mary Belka and Cheryl Koch of Agency Management Resource Group. With more than 30 years of consulting experience, they've helped independent insurance agencies dramatically improve profitability, productivity, and operational performance. The conversation explores why many agencies suffer from business model problems rather than staffing problems, why leadership discipline matters more than technology, and why the best-performing agencies often have fewer people doing more meaningful work. You'll also hear why AI is a powerful tool but not a replacement for knowledge, experience, and sound agency management. Whether you're an agency owner, producer, operations manager, or account manager, this episode offers practical insights that can improve your agency's efficiency, profitability, and long-term value. In this episode: Why some insurance agencies can actually become "too profitable" for buyers The surprising truth about staffing shortages in independent agencies Why business model problems are often mistaken for personnel problems How leadership discipline drives agency profitability The difference between education and training in developing great account managers Why technology alone hasn't improved agency productivity The proper role of producers versus account managers Performance-based compensation and accountability Why specialization creates stronger agencies The opportunities and limitations of AI in insurance About Our Guests Mary Belka and Cheryl Koch are nationally recognized consultants specializing in independent agency management, operational efficiency, organizational design, education, and Errors & Omissions risk management. Through Agency Management Resource Group, they have spent more than three decades helping agencies increase productivity, improve profitability, and build sustainable operating models. Connect with Our Guests Agency Management Resource Group Email: Cheryl@AgencyManagement.com Call: Mary (503) 866-5704

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 Information Kevin Donoghue Founder, Mystic Capital Advisors Email: KPD@mysticcapital.com Phone: 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 strategies Chapters / 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