The Truth About Conversations with Insurance Business Development Executives
At Cobine Carmelson we’ve had numerous conversations with business development executives in the insurance industry—individuals who are often tasked by their insurers to generate more broker-led business. These conversations frequently follow a similar script: “Can you send us more clients?”
But here’s the problem: Many of these insurers offer no clear value proposition. They struggle to explain what sets them apart—aside from claiming that their insurance premiums are lower. That’s not differentiation; that’s a race to the bottom, and it fuels the insurance industry’s notorious boom-and-bust cycle.
Historically, we’ve seen cycles lasting 15–20 years: a decade and a half of solid rates, followed by a crash driven by underpricing and unsustainable claims payouts. That’s why our approach—built on consistency, integrity, and long-term value—produces better results and more stable coverage options for our clients.
The Culling Problem: When Insurance Companies Cut Off Communication
Another major issue is culling—where insurers stop working with brokers because they haven’t brought in “enough business.” But here’s the irony: The same insurers often fail to respond to communication, delay quotes, or have internal disconnects that prevent collaboration in the first place.
We’ve encountered cases where a third-party advisor recommended the culling of brokers without even realizing the root issue: lack of engagement from their own side. Their agency departments are often unaware of these breakdowns because no one keeps them informed, and they rarely ask the right questions. The result? Quality brokers—those who put clients first—are cut, while volume-focused brokers stay, even if they’re not acting in the best interests of clients.
Business Development Conversations That Go Nowhere
We frequently hear the same question from insurance BDMs:
“Why aren’t we doing more business together?”
When we explain the reasons—usually poor service levels or slow quote turnaround times—they assure us things will improve. But more often than not, the same people fail to follow up, or they leave the company, only to be replaced by someone else asking the same question three months later.
What’s even more frustrating is when they downplay the issue:
“Oh, that was a small problem,” they say.
But when you’re trying to serve clients effectively, “small” problems that impact service delivery become big problems fast.
Quote Turnaround Times: A Broken Promise
In some cases, BDMs promise top-tier service—until we send an urgent quote request. Suddenly, the story changes.
We’ve been told it could take 7 days to a month to receive a quote—even for fairly straightforward UK business insurance. Ironically, this is from the same insurers who send non-renewal notices to policyholders just days before their cover expires.
Let that sink in: An insurer who can cancel a policy with three days’ notice will take a full month to quote a new policy. This disconnect not only affects brokers—it puts clients at risk of going uninsured through no fault of their own.
Conclusion: We’re Here to Serve Clients, Not Chase the Cheapest Quote
We know this was a long read—but these are the real challenges brokers face behind the scenes when working with insurers.
At Cobine Carmelson, our mission is clear:
We don’t just chase quotes. We deliver real insurance solutions that protect our clients’ interests. So when insurers ask us to move business their way for the sake of a lower price, we ask a different question:
“Will your service match the needs of our clients when it matters most?”
If not, we’re not interested. Because we believe in putting people over premiums—and if you’re a client looking for that kind of broker, we’d love to hear from you.
