Leap to winners | Leap to methodology
Dominate, specialize, and scale
In an evolving and more and more complicated insurance coverage atmosphere, the function of the retail insurance coverage dealer has develop into considerably extra demanding – and extra invaluable. 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 business 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 strains, tightening phrases, and rising scrutiny on loss histories. In accordance 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 price inflation and heightened insured values. Whereas return on fairness is projected to carry at 10 %, brokers should proceed to handle shopper expectations amid market hardening, notably in casualty strains the place extra significant fee firming is probably going.
A technique IBA’s 5-Star Retail Brokers differentiated themselves was by way of sector specialization. Whether or not centered on building, actual property, logistics, or healthcare, they bring about industry-specific insights that permit them to navigate nuanced underwriting standards and safe tailor-made, sustainable insurance coverage options. This depth of data 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 preserve broad and trusted entry to each home and worldwide provider markets. Their reputations are constructed on transparency, efficiency, and continuity, permitting them to command consideration even in high-demand segments. These relationships are important to structuring bespoke applications that not solely meet protection wants, but additionally 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 way of methods comparable to quota sharing, blended applications, and threat layering. They’re additionally educators who be certain that shoppers perceive complicated coverage language, limitations, and triggers, and are geared up 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 increased 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, shopper progress, and insurance policies written, delivered attention-grabbing outcomes.
Additional perception and knowledge comparability of the profiles and demographics of 2025’s winners and former years’ revealed the next.
Meet IBA’s High Retail Brokers 2025
Development by way of market experience, precision,
and visibility
In one of the 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. Via 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 shopper 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 dynamic markets. Service capability constraints, rising property values, and frequent non-renewals have created an atmosphere in fixed flux.
“There’s been vital disruption,” he says, “with conventional carriers pulling out or tightening urge for food. That creates alternatives for brokers who know learn how to navigate the panorama.”
And that’s precisely what Payne does. Leveraging his in depth community of regional carriers, E&S markets, and Lloyd’s companions, he ensures that even essentially 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 flexibility to put worthwhile enterprise is every little thing,” he says. “We carry carriers alternatives they wish to write – and that makes all of the distinction.”
Driving demand
A key factor of Payne’s success lies in his refined advertising and marketing technique. By utilizing a layered strategy that mixes social media, billboards, radio, and tv, he builds model familiarity with potential shoppers by way of repetition and visibility.
“We’re not simply selling a product – we’re reinforcing a reputation,” he says. “Even when a buyer isn’t actively procuring, 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 might 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 occurring 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 obligations, a construction he designed particularly to fulfill the calls for of a high-volume, fast-paced market.
“We developed in-house techniques to deal with every little thing from underwriting and doc processing to fee coordination and mortgagee modifications,” Payne explains. “Each process is assigned to a specialist, which permits us to work extra effectively and supply higher turnaround instances.”
That construction is supported by long-tenured employees, with many crew members celebrating 5, 10, and even 15 years. This continuity enhances shopper 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 suitable individuals in the suitable roles – and we’ve constructed that from the bottom up.”
Payne additionally credit know-how as a progress accelerator. With built-in platforms for quoting, underwriting, and knowledge retrieval, his crew can generate aggressive proposals in hours – not days.
“We are able to bind insurance policies any day of the yr, even on holidays,” he says. “Geo-coded ranking, entry to instantaneous property knowledge, and digital purposes have fully modified the sport. What used to take per week now takes a day.”
By combining these instruments with a eager understanding of provider ranking 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 rising bind charges.”
Positioned for continued growth
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 customers are extra centered than ever on correctly insuring their largest property.
“For most people, one in all their largest property is both their business 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 shoppers, profitability to carriers, and long-term progress.
Delivering by way of precision, hustle, and perception
With almost 17 years within the {industry}, Termechi has constructed a profession outlined by hands-on diligence, strategic considering, and an unwavering give attention to 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, shopper operations, and underwriting complexity, particularly in a number of the most difficult segments of the US insurance coverage panorama.
Development 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 yr marked a turning level as he took full possession of his advertising and marketing and outreach methods.
“I mainly 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 vital progress – fueled partially by a surge in referrals and new shopper acquisition.
This strategy is particularly important within the present atmosphere, the place brokers should work proactively to seize alternatives in a tightening market. Termechi embraces this problem, notably within the business auto and transportation house, the place fee will increase and restricted provider 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 shoppers have been feeling the stress.”
Deep understanding of complicated dangers
Termechi’s success is rooted in a elementary precept: perceive your shopper’s enterprise completely earlier than providing protection. Nowhere is that this extra vital than within the building sector, the place lots of his shoppers are commerce contractors. These aren’t paper contractors however firms doing drywall, portray, framing, and out within the discipline, uncovered to actual threat.
“These companies face tight margins and might’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 kinds,” 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 completely vetting insurance policies, educating shoppers about exclusions, and tailoring options to their operational realities, Termechi mitigates that threat and builds long-term belief.
“I wish to beneath 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 greatest: constructing shopper relationships and shutting enterprise.
“Delegation is essential. It’s important to know what you’re greatest at and focus there. For me, it’s being the face of the enterprise, fixing shopper issues, and driving progress.”
This use of sources not solely maximizes effectivity however permits him to scale with out sacrificing service high quality.
A repute constructed on expertise
Purchasers wish to work with somebody who understands their world and delivers outcomes. Termechi’s repute is grounded in each.
“Expertise issues,” he says. “However greater than that, shoppers wish to see which you could execute.” This results-oriented mindset has not solely helped him retain shoppers however develop his e book of enterprise yr after yr. “I get essentially the most satisfaction when shoppers are glad, after they know they’re correctly coated, and after they really feel like they’re in good fingers. That’s after 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 Government Vice President
Fisher Brown Bottrell, a Marsh McLennan Company - Bryce Bacic
Gross sales Government, Industrial Strains
AssuredPartners - Chase Carlisle
Power Apply Chief/Consumer Advisor
Acrisure - David Delorenzo
Proprietor/Agent
Bar and Restaurant Insurance coverage - David Garcia
President
Rancho Mesa - David Jacobson
Associate
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
Consumer Advisor and Associate
Acrisure - Hunter Cox
Senior Vice President
Marsh McLennan Company - Jack Carra
Government Vice President
AssuredPartners - Jamie Reid
Chairman
Gamie LLC dba C3 Threat & Insurance coverage Providers - Jeffrey R. Sanders
Associate and Consumer 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
Associate
C3 Threat & Insurance coverage Providers - Robert Foote
Threat Advisor
Acrisure - Ryan Von Haden
Associate/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
Consumer Advisor, Associate
Acrisure - Wess Peterson
President
Triumph Insurance coverage Group - Zachary Fanberg
Managing Director
Higginbotham
Platinum Retail Brokers
- Brian Johnson
Senior Government Vice President
Fisher Brown Bottrell, a Marsh McLennan Company - Chase Carlisle
Power Apply Chief/Consumer Advisor
Acrisure - David Garcia
President
Rancho Mesa - David Jacobson
Associate
Acrisure - Fred Zutel
President of Property and Casualty
Lockton - Gregory Havemeier
Consumer Advisor and Associate
Acrisure - Jack Carra
Government 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 yr, Insurance coverage Enterprise America’s High Retail Brokers listing (previously generally known as 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 business 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.
