Wolf of Property Casualty

I focused on the Middle Market and Upper Middle Market Space, 831b captives were either believed to be snake oil or something only reserved for the biggest of companies. Neither are true, they are incredible risk management tools that plug unfilled gaps of risk for organizations, and yea, there are some tax advantages as well.

The construction boom associated with building data centers to support AI is everywhere. It is providing a nice organic growth boom for brokers who are entering a softer insurance market. This got me thinking about the first stage, Builders Risk. This episode unpacks builder's risk basics and more importantly how to position it with some key considerations when you are not an expert.

For publicly traded insurance carriers, their results, albeit on a macro level, can signal what is going on with their underwriting performance, which in turn matters to buyers and brokers. The CNA results paint a different picture than their competitors, what does that mean, and what should I think about?

Building a book of business is hard — and I made it harder. In this episode, I'm pulling back the curtain on 5 real mistakes I made along the way, what they cost me, and what I'd do differently today.

I worked with someone that used to say "People will forget what you said, but they will never forget how you made them feel". The same applies to sales, join me for three instances where I risked be "cheesy" in an attempt to evoke feel in the sales process.

Soft market conditions don't last forever. Well recouping some rate is paramount to everyone after year's of a hard market cycle, don't forget to review opportunities to improve terms, conditions and coverages, like Flood Insurance.

It is easy to become complacent with claim reviews, they can and often times feel like transactional meetings. These meetings serve a real purpose and should not be taken for granted. This episode talks about how to negotiate to make sure you have them, how to run them, and how to make sure each party at the table gets what they need out of them.

The experience modification factor is not some mystical equation, well technically it is, but more than that it is an indicator and a multiplier. This episode unpacks not only an overview of what it is but also ways that it can be used to enhance the service experience of customers and open the door with prospects.

When a claim hits, who actually gets to pick your attorney — you or your insurer? In this episode, we break down the choice of counsel battlefield across different policy types, from CGL to D&O. We'll cover when policyholders have the right to select their own defense counsel, when insurers get to call the shots, and the critical conflict of interest triggers that can shift control. Whether you're a broker, risk manager, or claims pro, understanding this fine print could be the difference between a defense that works for you — and one that doesn't.

Yoga pants, meet forever chemicals. Texas AG has launched an investigation into the use of PFAS in the manufacturing of Lululemon's products. While they say they have ceased use in products since 2023, it provides a good context and reminder of the changing landscape related to PFAS investigations and litigation. These types of long tail chemical related risks hit the intersection of multiple coverages with different terms and conditions.

LINKE TO ARTICLE https://www.insurancejournal.com/news/west/2026/04/08/864876.htm A recent total loss fire at a KC facility in California hit the news yesterday. Thankfully, no one was hurt. But the facts of this loss raise a number of insurance questions that are good reminders of what happens when multiple parties are involved in large losses.

Contingencies are nothing more than incentive payments based upon qualified metrics. These are not uncommon in any industry, so why are they sometimes considered taboo within the insurance agency industry? This episode discusses what they are, and how they are managed in a way to prevent moral hazard in achieving the best experience for buyers.

Product Recall is common coverage for higher hazard industries, notably, food manufacturing, life sciences, and the auto industry, but the coverage can be useful in covering areas for companies that fall outside of those industries. Watch out, coverage is not uniform, and claims can be challenging, but applying knowledge of this product can help solve coverage gaps that other products simply do not.

Details are available about litigation between Tinder's parent company (Match.com) and litigation they filed against Beazley (carrier) as well as now Marsh (broker) all regarding the handling of and reporting of a claim. This episode discusses the merits of the accusations and serves as a good reminder that handling Claims Made liability policies requires special attention, specifically surrounding renewal dates.

Softening market conditions is a relief for those close to the P&C Insurance marketplace. The transition or "bridge" year is always the most chaotic because the market does not move in "lock step" and neither does a cycle of renewals. This episode unpacks 5 strategies to how to stay ahead of the changing market dynamics in your interactions with your target audience.

It's estimated that over 60% of commercial property and casualty insurance renews on January 1st. Why? It Sucks! This episode uncovers why it sucks so much, why you might think you need to, and the basic steps to move it - and ideal dates to move it to if you can.

They say insurance is a relationship business I would argue none are more important than the ones you have within your organization. This episode focuses specifically on the importance of the service team in the agency setting. It discusses some tips on how to create a winning culture within the team and also some hard lessons I learned about how to manage all professional relationships.

A tabletop exercise simulates a cyber security incident. I have performed over 100 of these for organizations ranging from $10M up to $10B. These are the single most important risk management item you can do to prepare yourself for an incident. This episode discusses the basics and reveals 6 key takeaways that these exercises can offer organizations.

Every insurance relationship has the basic insurance stuff, statement of values, estimated payroll, drivers lists....yada yada. These 10 documents demonstrate a different level of operational intimacy that helps accounts stand out and provides a platform to elevate your risk management discussions.

Business Income insurance is not as finite as most components of a commercial property insurance policy. It is less science as it is art. However this concept can open the doors to having a deeper understanding of true business risk, and if positioned correctly can be a differentiator when it comes to insurance design and cost.

The market seems to be softening, that must mean group captives will go away. Not necessarily, the last ten years have showed that the group captive concept is now more of a risk management strategy rather then a refuge from harsh market cycles. This episode unpacks some basics and some strategies as to how to approach this insurance program concept.

Email is the communication lifeblood of the insurance industry, whether its clients, carriers, or colleagues its how we talk. The disadvantage to email is that it is two-dimensional, which results in tone being misinterpreted. Your inbox is your first impression - and can often times be your biggest liability, this episode unpacks some strategies to enhance this communication and experience with your stakeholders.

In a competitive carrier and broker landscape, bang for your buck means everything. Maximizing the value that the insurance carrier can provide to the relationship often times will free up brokers to be more creative. These five services are low hanging fruit for most insurance carriers and can offer measurable impact to the overall insurance relationship.

Combined ratio's are a leading indicator when it comes to insurance carrier and industry performance. Combined ratio's through 2025 continue to drift down perhaps signaling the start of a softer market cycle. This quick episode discusses what these ratio's are, what they aren't, and how to use them to negotiate and sound like an industry veteran.

Many commercial insurance policies require estimates of exposures over a year ahead of time, specifically General Liability and Workers Compensation. With that level of uncertainty and so much premium on the line, this episode discusses best practices to preserve cashflow and ensure final accuracy.

General Liability insurance is a foundational coverage in all insurance programs. It's is critical to any organization to even operate. This episode unpacks the basics of General Liability coverage, what specific types are out there, how it is triggered in the event of a claim, and things to look for when designing it.

You cannot go anywhere these days without hearing about artificial intelligence. There is no doubt that industries will be disrupted and processes will be changed. This episode unpacks some areas that AI might impact the insurance industry, specifically the brokerage space, and why it presents more of an opportunity than you think.

Sometimes what seem like inconsequential choices can have material impacts on customer relationships. When it comes to selling insurance the last problem anyone wants is a billing problem, this episode provides six considerations related to setting up customer billing and how ensure the best customer experience.

The first episode in a series dedicated to discussing dynamics within the insurance brokerage/agency. Peer to Peer mentorship is critical to success for any insurance professional at any stage of their career. This business is too complicated and too complex to try and figure it out on your own. This episode drills down on how to find the best mentor, and ways to make the relationship mutually beneficial.

Relative to the history of insurance product development, Cyber Liability over the last 15 years is a phenomenon. The Wolf of P&C catapulted his career specializing in this space. This episode is an introduction to the coverage with some trending thoughts and considerations for where we are today and what's to come.

Request for Proposal's are an accepted part of the insurance broker and carrier review process. Today's episode discusses where these exercises fall short and five recommendations whether you are a broker or a buyer to ensure they are a good use of time.

Wholesale Brokers are not dirty, they provide necessary access to the insurance marketplace. For retail brokers, they are an extension of you and your work product, and not something that should be frequently changed. This quick rant discusses the role of a wholesale broker, how to decide the best one to work with, and turning their work product into a value add.

The commercial auto insurance marketplace continues to be under duress, even as other segments show softening. The results are not only driving losses for this line of coverage, but also putting extreme pressure on commercial umbrella pricing and capacity. This episode unpacks different ways to think about structuring the insurance and tips and tricks to increase insurability and reduce exposure and cost.

An insurance policy is an insurance policy...right? Well products are separated into two regulatory baskets, admitted and non admitted. This quick rant debunks some of the misconceptions that come with the difference between the two and why they are both useful tools in program design.

Loss control meetings are a necessary part of the insurance relationship between insurance buyers and insurance carriers. They provide crucial information needed in the underwriting process. It is easy to brush these mundane meetings off as "check the box items" but failure to prepare and take control of these meetings can result in inaccurate information and embarrassment that is detrimental to relationships.

Directors and Officers is present in most insurance programs, internet searches will provide lots of information on the latest publicly traded company embroiled in litigation, but what about more main street private companies? What are they at risk for, how is their policy being rated and structured?

Representing an organization in the insurance marketplace has somehow gotten too transactional. This episode explores how to make a submission stand out, easy to understand, and gets people excited to do business. Insurance buyers should be asking what this process looks like and brokers this is a way to really stand out.

Lists are all the rage, today's episodes includes discussion on five different things to look for and ask for in a commercial property quote, and how to think about them.

Commercial property losses are often times the most tangible types of claims that organizations think about, and the reason they spend the premium dollars they do. What can seem like a cut and dry claim approval process can become far more complicated when third parties get involved leaving a bad taste in the mouth.

Historically Errors and Omissions coverage was only considered necessary for industries like lawyers, architects, and engineers. In today's environment organizations have much more exposure to economic damages through the contracts that they sign no matter the industry they operate in. This discussion highlights the importance of this coverage for any industry, how to structure it, and how it compliments traditional P&C programs.

Certificates of insurance are a common verification tool of insurance within the industry. What if this recognized currency could become a powerful consulting tool upstream instead of just a documentation "file stuffer" downstream.

Broker compensation has always had a taboo like stigma surrounding it. The industry continues to evolve to see more fee arrangements for brokers vs. traditionally embedded commission, who benefits from this? Why would this strategy makes sense and understanding how these arrangements can be structured to have transparency.

Finding a universal language to discuss complex insurance products is hard. Using composite rates and considering insurance premium on a cost per unit basis can neutralize variables like market conditions and business growth to get the heart of how insurance is priced. Understand cost of insurance on a more basic level that can aid in premium savings year over year.

The Wolf will breakdown what exactly is Equipment Breakdown insurance and why it is often overlooked when it comes to coverage design. Understand what the coverage predominately covers, how to design it and explain it, and some coverages stories along the way. A must listen for those who work with manufacturing operations.

Dana analytics is here to say, this generation of commercial insurance has an insatiable desire to understand what peers are doing in an otherwise confidential arena like insurance program design. Explore the world of benchmarking and how I approached designing benchmarks and things to watch out for with data that can be manipulated.

What better way to kick off this series by having The Wolf talk about crime insurance, from a true criminal. Focus on which coverages are material within the lengthy amount of separate insuring agreements within the policy, how to understand the important components of the policy that are not wrapped up in the limits or deductibles and some learning experiences based on multiple 7 digit losses. Don't miss a couple tidbits at the end which are really critical talking points and coverage design.

The commercial property and casualty industry is desperate for a fresh voice. This podcast features a 15 year industry retail broker who grew a book of business to over $4M in commission but faced personal struggles and bad decisions, essentially the rise and fall of a 1% producer. The podcast aims to attack P&C concepts in a short format aimed at three target audiences - Brokers, Insurance Carrier Representatives, and Insurance Buyers. Authentic, real talk, from someone passionate for the business who has lost nearly everything outside of the love for the business and the desire to help others.