10 Things Great Brokers Do (LinkedIn post)
- Jan 31
- 2 min read
Updated: Feb 3
Top 10 Things Great Insurance Brokers Do to Deliver Exceptional Value
In working with outstanding insurance brokers over the years, I’ve noticed a set of habits that consistently set them apart — not just in winning business, but in earning long-term trust and driving value for clients.
1. Be succinct
Clear, short answers often land better than long-winded ones. Keep technical details in your back pocket for when they’re needed. Minimize jargon and acronyms.
2. Focus on solving, not selling
Business follows naturally when the conversation centers on the client’s needs and the value you can create. Know when to say “no” to work that isn’t a fit. It’s the right thing to do —and it often comes back as future business.
3. Act like an owner
Be accountable. Move with urgency, as if your own money and reputation are on the line.
4. Master project management
Set clear agendas, share workplans, follow up on action items. Move the ball forward. Strong process will set you apart.
5. Leverage what works
Use proven templates, playbooks, processes, and tools (including AI) to drive efficiency. Don’t reinvent the wheel.
6. Focus on the details
Attention to detail matters. Misses —even minor ones —erode trust with CFOs, General Counsels, clients, and deal teams who are scrutinizing your work. This is especially important in the insurance industry.
7. Recognize patterns early
Spot issues before they become problems. Apply lessons learned from past deals to help clients avoid predictable mistakes.
8. Bottom line: drive value
That may mean EBITDA improvement, broader coverage, better benchmarking and analytics, risk mitigation. Whatever “value” means to your client – know what it is and deliver it for them.
9. Bring creative solutions
Look beyond standard answers and what's been done before. Explore what’s (im)possible before saying “it can’t be done.”
10. Build “like & trust”
Relationships still matter. When clients trust you — and like working with you — everything else gets easier. I learned this valuable lesson at KKR. It's true and works.
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