Soar to winners | Soar to methodology
Dominate, specialize, and scale
In an evolving and more and more complicated insurance coverage surroundings, the function of the retail insurance coverage dealer has change into considerably extra demanding – and extra priceless. Gone are the times when success was measured solely by coverage placement.
Insurance coverage Enterprise America’s 5-Star Retail Brokers 2025 recorded a collective 39 % common progress in fee income (over the previous 12 months), with all these on the celebrated listing producing a minimum of $1 million in premium income in 2024, with a minimal of fifty % coming from industrial P&C enterprise.
These top-performing brokers carry a multifaceted ability set that blends market experience, technical acumen, and long-term strategic considering. Their worth lies not simply in putting protection, however in optimizing threat switch methods, navigating turbulent markets, and appearing as trusted companions.
Retail brokers are grappling with carriers pulling again on urge for food throughout a number of traces, tightening phrases, and growing scrutiny on loss histories. In line with Swiss Re’s April 2025 US P&C Outlook, premiums are forecast to rise by 5 % in 2025 and 4 % in 2026, pushed by sustained loss value inflation and heightened insured values. Whereas return on fairness is projected to carry at 10 %, brokers should proceed to handle consumer expectations amid market hardening, notably in casualty traces the place extra significant charge firming is probably going.
A method IBA’s 5-Star Retail Brokers differentiated themselves was by sector specialization. Whether or not centered on building, actual property, logistics, or healthcare, they bring about industry-specific insights that enable them to navigate nuanced underwriting standards and safe tailor-made, sustainable insurance coverage options. This depth of information not solely helps efficient placement however strengthens broker-carrier relationships and fosters belief in complicated renewal negotiations.
Market entry, negotiation energy,
and execution
The very best retail brokers keep broad and trusted entry to each home and worldwide service markets. Their reputations are constructed on transparency, efficiency, and continuity, permitting them to command consideration even in high-demand segments. These relationships are essential to structuring bespoke applications that not solely meet protection wants, but in addition account for evolving dangers, compliance necessities, and business-specific sensitivities.
In execution, these brokers are strategic negotiators able to structuring refined placements that optimize pricing and protection by strategies reminiscent of quota sharing, blended applications, and threat layering. They’re additionally educators who be certain that purchasers perceive complicated coverage language, limitations, and triggers, and are outfitted to make knowledgeable, risk-aligned selections.
The very best retail brokers are advisors, negotiators, and problem-solvers who drive outcomes and ship long-term worth in a market the place precision, belief, and foresight are in larger demand than ever.
Knowledge evaluation of high retail brokers
A comparability of the efficiency of IBA’s winners in 2025 and former years, in relation to income, consumer progress, and insurance policies written, delivered fascinating outcomes.
Additional perception and information comparability of the profiles and demographics of 2025’s winners and former years’ revealed the next.
Meet IBA’s High Retail Brokers 2025
Progress by market experience, precision,
and visibility
In one of the vital disrupted insurance coverage environments within the US – the coastal property market – Brian Payne has established himself as a top-performing retail dealer by turning volatility into alternative. By a mix of market specialization, branding technique, and operational effectivity, the CEO has not solely grown his enterprise, which he joined as an intern in 2003, however created a proprietary service mannequin enabling scalability and long-term consumer retention.
Navigating a risky market
Based mostly in South Carolina, a area with heightened coastal publicity, Payne operates on the heart of one of the vital dynamic markets. Provider capability constraints, rising property values, and frequent non-renewals have created an surroundings in fixed flux.
“There’s been important disruption,” he says, “with conventional carriers pulling out or tightening urge for food. That creates alternatives for brokers who know how you can navigate the panorama.”
And that’s precisely what Payne does. Leveraging his intensive community of regional carriers, E&S markets, and Lloyd’s companions, he ensures that even probably the most complicated property dangers discover viable, aggressive placement. With deep relationships throughout underwriting groups, Payne brings options the place others see roadblocks.
“Entry to markets and the power to position worthwhile enterprise is the whole lot,” he says. “We carry carriers alternatives they need to write – and that makes all of the distinction.”
Driving demand
A key aspect of Payne’s success lies in his refined advertising and marketing technique. Through the use of a layered strategy that mixes social media, billboards, radio, and tv, he builds model familiarity with potential purchasers by repetition and visibility.
“We’re not simply selling a product – we’re reinforcing a reputation,” he says. “Even when a buyer isn’t actively buying, that model recognition drives curiosity and ultimately conversion.”
What differentiates Payne’s strategy is his understanding of top-of-mind consciousness in a fragmented market. Whereas massive nationwide carriers flood media channels, Payne has tailor-made that precept for regional effectiveness.
“We will not be GEICO or State Farm, but it surely’s the identical precept of constructing the model,” he says
“Having the information and understanding of what’s happening out there provides us a platform to proceed to develop”
Brian PayneDiscipline Insurance coverage Company
Operational excellence
Behind the scenes, Payne has constructed a extremely organized company mannequin with clearly outlined roles and tasks, a construction he designed particularly to satisfy the calls for of a high-volume, fast-paced market.
“We developed in-house techniques to deal with the whole lot from underwriting and doc processing to fee coordination and mortgagee modifications,” Payne explains. “Each job is assigned to a specialist, which permits us to work extra effectively and supply higher turnaround occasions.”
That construction is supported by long-tenured employees, with many crew members celebrating 5, 10, and even 15 years. This continuity enhances consumer expertise and helps the company’s progress with out compromising service high quality.
“It’s not nearly dimension,” he says. “It’s about having the best individuals in the best roles – and we’ve constructed that from the bottom up.”
Payne additionally credit expertise as a progress accelerator. With built-in platforms for quoting, underwriting, and information retrieval, his crew can generate aggressive proposals in hours – not days.
“We will bind insurance policies any day of the 12 months, even on holidays,” he says. “Geo-coded score, entry to prompt property information, and digital functions have utterly modified the sport. What used to take per week now takes a day.”
By combining these instruments with a eager understanding of service score fashions, Payne positions every submission for optimum success. “We’re strategic with underwriting placements,” he says. “We all know what carriers are in search of, and we match properties accordingly, chopping out delays and growing bind charges.”
Positioned for continued enlargement
Because the market begins to melt barely and reinsurance urge for food returns, Payne sees extra alternatives on the horizon. New entrants are producing aggressive merchandise, and shoppers are extra centered than ever on correctly insuring their largest belongings.
“For most people, certainly one of their largest belongings is both their industrial or residential property, and there’s now extra consideration and focus about their coverages,” he says. “And when that occurs, the dealer who’s already constructed belief and visibility wins.”
With the foundations he has created, Payne is well-positioned to proceed his upward trajectory – delivering worth to purchasers, profitability to carriers, and long-term progress.
Delivering by precision, hustle, and perception
With practically 17 years within the {industry}, Termechi has constructed a profession outlined by hands-on diligence, strategic considering, and an unwavering concentrate on outcomes.
Based mostly in California and specializing within the extremely technical transportation and building sectors, Termechi has emerged as a 5-Star Retail Dealer 2025 by mastering the nuances of market shifts, consumer operations, and underwriting complexity, particularly in among the most difficult segments of the US insurance coverage panorama.
Progress pushed by effort and execution
Termechi attributes his current year-over-year progress to 1 central issue: private drive. Whereas previous years leaned extra on crew collaboration, this previous 12 months marked a turning level as he took full possession of his advertising and marketing and outreach methods.
“I principally busted my ass,” he says candidly. “I knew I wanted to push more durable, and I did. That meant getting on the market, making chilly calls, actively going after new accounts, and being seen out there.”
That hustle translated into important progress – fueled partly by a surge in referrals and new consumer acquisition.
This strategy is particularly essential within the present surroundings, the place brokers should work proactively to seize alternatives in a tightening market. Termechi embraces this problem, notably within the industrial auto and transportation area, the place charge will increase and restricted service urge for food have created each volatility and alternative.
He says, “With auto charges rising and protection choices narrowing, I noticed an opportunity to step in and be an answer supplier when purchasers have been feeling the stress.”
Deep understanding of complicated dangers
Termechi’s success is rooted in a basic precept: perceive your consumer’s enterprise totally earlier than providing protection. Nowhere is that this extra necessary than within the building sector, the place lots of his purchasers are commerce contractors. These are usually not paper contractors however firms doing drywall, portray, framing, and out within the discipline, uncovered to actual threat.
“These companies face tight margins and may’t afford gaps in protection. That’s why we take a deep dive into each operation, ensuring there aren’t any exclusions.”
A key differentiator for Termechi is his coverage literacy. “Too many brokers don’t learn the varieties,” he says. “Purchasers might imagine they’re saving cash, however I’ve seen in instances the place the work that they’re doing is particularly excluded, so that they’re actually paying for nothing.”
By totally vetting insurance policies, educating purchasers about exclusions, and tailoring options to their operational realities, Termechi mitigates that threat and builds long-term belief.
“I need to below promise and over ship”
David Termechi
Workforce collaboration and strategic delegation
Whereas Termechi is a self-starter, he’s fast to credit score the assist system round him. He leverages a full-service crew at his company – claims assist, certificates processing, renewal prep – so he can keep centered on what he does finest: constructing consumer relationships and shutting enterprise.
“Delegation is essential. It’s a must to know what you’re finest at and focus there. For me, it’s being the face of the enterprise, fixing consumer issues, and driving progress.”
This use of sources not solely maximizes effectivity however allows him to scale with out sacrificing service high quality.
A fame constructed on expertise
Purchasers need to work with somebody who understands their world and delivers outcomes. Termechi’s fame is grounded in each.
“Expertise issues,” he says. “However greater than that, purchasers need to see which you can execute.” This results-oriented mindset has not solely helped him retain purchasers however develop his e-book of enterprise 12 months after 12 months. “I get probably the most satisfaction when purchasers are joyful, after they know they’re correctly coated, and after they really feel like they’re in good fingers. That’s once I know the work I’ve put in is value it.”
- Adam Gabler
Development Chief
Newfront - Bo Allen
Senior VP Enterprise Insurance coverage
Marsh McLennan Company - Brian Johnson
Senior Govt Vice President
Fisher Brown Bottrell, a Marsh McLennan Company - Bryce Bacic
Gross sales Govt, Industrial Strains
AssuredPartners - Chase Carlisle
Vitality Observe Chief/Shopper Advisor
Acrisure - David Delorenzo
Proprietor/Agent
Bar and Restaurant Insurance coverage - David Garcia
President
Rancho Mesa - David Jacobson
Accomplice
Acrisure - Eric Harden
Vice President, Industrial Strains
Insuramax - Fernando Silva
Producer
Lockton - Fred Zutel
President of Property and Casualty
Lockton - Gabe Erle
President, Co-Founder
C3 Threat & Insurance coverage Providers - Grant Mehlich
Founder
GCM Insurance coverage & Threat Administration Advisors - Gregory Havemeier
Shopper Advisor and Accomplice
Acrisure - Hunter Cox
Senior Vice President
Marsh McLennan Company - Jack Carra
Govt Vice President
AssuredPartners - Jamie Reid
Chairman
Gamie LLC dba C3 Threat & Insurance coverage Providers - Jeffrey R. Sanders
Accomplice and Shopper Advisor
Acrisure - Jeff Williams
President
AWA Insurance coverage - Jerry Becerra
President
Heffernan Barbary Insurance coverage Providers - Justin Failoni
Senior Vice President
Acrisure - Kyle Schielack
Managing Director
Higginbotham - Marcus Eagan
Managing Director
Higginbotham - Matt Hoskinson
SVP Gross sales, Industrial Strains
AssuredPartners - Nick Brewe
SVP Gross sales, Private Strains
AssuredPartners - Wealthy Hallet
Accomplice
C3 Threat & Insurance coverage Providers - Robert Foote
Threat Advisor
Acrisure - Ryan Von Haden
Accomplice/Vice President
TRICOR Insurance coverage - Shantelle Cabir
Senior Vice President/Enterprise Insurance coverage Dealer
Newfront - Stephen Leist
Senior Vice President/Producer
AssuredPartners - Tim Powers
Vice President
MGI Threat Advisors - Tim Spear
Shopper Advisor, Accomplice
Acrisure - Wess Peterson
President
Triumph Insurance coverage Group - Zachary Fanberg
Managing Director
Higginbotham
Platinum Retail Brokers
- Brian Johnson
Senior Govt Vice President
Fisher Brown Bottrell, a Marsh McLennan Company - Chase Carlisle
Vitality Observe Chief/Shopper Advisor
Acrisure - David Garcia
President
Rancho Mesa - David Jacobson
Accomplice
Acrisure - Fred Zutel
President of Property and Casualty
Lockton - Gregory Havemeier
Shopper Advisor and Accomplice
Acrisure - Jack Carra
Govt Vice President
AssuredPartners - Jeff Williams
President
AWA Insurance coverage - Justin Failoni
Senior Vice President
Acrisure - Marcus Eagan
Managing Director
Higginbotham - Robert Foote
Threat Advisor
Acrisure
Now in its eleventh 12 months, Insurance coverage Enterprise America’s High Retail Brokers listing (previously often called High Producers) celebrates the highest-performing retail insurance coverage professionals throughout the nation.
In February, IBA opened nominations for the 2025 listing, inviting retail brokers and brokers to use. To be eligible, nominees wanted to generate a minimum of $1 million in premium income in 2024, with a minimal of fifty % coming from industrial P&C enterprise, and present year-over-year progress from 2023.
Nominees have been requested to submit detailed enterprise metrics as a part of the analysis course of. Those that reported over $4 million in premium income for 2024 earned the celebrated title of Platinum Retail Dealer.
