How the Captive King Built a $2M Book Leading With Captives | Rich Varrato

In this episode, Rich Varrato breaks down exactly how he used group captives as an entry point to build a $2M book of business, why most producers are underusing (or misrepresenting) captives, and what it really takes to make it in commercial insurance.What we cover:- How Rich discovered captives three years into his career with under $100K in revenue — and what changed- The five-year look-back framework and how to use it to open conversations with contractors- Why $200K in premium is the real minimum threshold (and why going below it gets risky)- The defensive vs. offensive captive pitch — and why one kills deals- Why big brokers don't lead with captives (it's not what you think)- The activity gap between average producers and the top 1% — and what -Rich sees on his Top Gun calls- How Rich's service team of four handles a captive-heavy book and still turns certs in under five minutesResources mentioned:captivekings.com — Rich's free five-year look-back tool for captive prospects