Welcome to MGAA Conversations, the latest addition to the podcast world, hosted by Mike Keating, CEO of the Managing General Agents Association. In this exciting new series, we delve into all things related to the rapidly expanding MGA (Managing General Agent) landscape. With a diverse array of guests from within the insurance industry and beyond, our aim is to explore the challenges, opportunities, and personalities shaping the MGA community. Expect engaging discussions with prominent figures in the industry, including CEOs and innovators, offering first-hand insights into the dynamics of the MGA market. From the future of distribution strategies, such as partnerships with brokers, to the impact of insurtech and AI on the industry, no topic is off-limits. Regulation is another key focus, as we navigate the evolving landscape of compliance and its implications for MGAs. Through candid conversations and expert analysis, MGAA Conversations aims to provide listeners with valuable perspectives on current issues and future trends affecting the MGA community. But it’s not all serious business – expect lively conversations, off-the-wall guests, and a touch of humour to keep things entertaining. We invite you to join us on this journey, share your feedback, and suggest topics and guests for future episodes. Don’t forget to subscribe to MGAA Conversations on your preferred platform so you never miss an episode. Thanks for listening!
Episodes
Monday Aug 19, 2024
Monday Aug 19, 2024
In this episode, we are thrilled to be speaking with Richard Garry, Chief Commercial Officer of Gamma Risk, about the company’s exciting location-based, risk-reducing data solutions.
Given the influx of new technologies and software into the insurance market in recent years, Richard notes the importance of recognising that the value rests not in the tech as an entity in itself, but as a conduit to cultivating better data, and therefore enabling better decision-making. This data, meanwhile, must always be extrapolated from a wide range of reliable sources. Given the uncertainties presented by climate change, for example, data will soon need to be deployed within predictive models to generate risk assessments, which can no longer purely rely on historical data.
This accelerated interest in new data approaches has and will continue to draw attention from the regulatory authorities, and the onus is on trade organisations such as the MGAA to communicate the different views of their members regarding the unforeseen consequences of any new rules. Richard also discusses how Gamma Risk successfully cultivates and retains talent. He shares insights regarding light-handed executive oversight and flexible work options from which our industry could perhaps take notes as we tackle the burgeoning recruitment crisis.
Quote:
“There is constant chatter about new tech, whether that's AI, which is the hot topic at the moment, or all the things that are out there. They're always going to be the ‘game changer’. Sometimes, so many of these bright, sparkly things to get excited about can be distracting to the day-to-day business. Saying that, we always view it as, ‘technology is just an enabler for the data that allows someone to make a decision’. It's really the data that's the most important thing.”
Resources:
MGAA - mgaa.co.uk
Gamma Risk - gammarisk.co.uk
About the Guest:
Richard Garry is the Chief Commercial Officer at Gamma Risk. Gamma is a location intelligence solutions provider which deploys data science and software to build solutions to reduce geographical risks such as floods, storms, and subsidence.
Richard’s LinkedIn Profile: https://www.linkedin.com/in/richardgarry/
About the Host:
Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.
He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020.
Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.
Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/
Monday Jul 22, 2024
Monday Jul 22, 2024
In this episode of MGAA Conversations, host Mike Keating interviews Michelle Taylor, Director of Strategic Accounts at Aviva. Michelle discusses her role in maintaining and expanding strategic relationships, her transition back to Aviva from Zurich, and the changing landscape within the organisation. She highlights the importance of responsiveness, visibility, and execution in delivering excellent broker service. Additionally, Michelle touches on the evolving market dynamics involving MGAs, their growing significance, and the need for collaboration to enhance service delivery. She also shares valuable advice for women in the insurance industry, emphasising the importance of building a network, being authentic, and continuously learning.
Key Quote
"Be comfortable with what your skills are, what your strength is and get somebody to tell you what they think they are. Because sometimes you won't know what they are. Or they're things that you think you're not very good at. Someone's going to tell you you're amazing at. So, I think asking for feedback and Dave's probably been great in that. He's probably made me do different changes in my career that I didn't even know I wanted to do." Michelle Taylor
Quotes
“So okay, have we got this right? So, our strategies, we need to be visible, we need to be responsive, and we need to execute. It's really simple. But what we've done is we're not just saying that we've got actions behind each of those headings, right? So, for us, what does visibility really look like? What does it mean? So, for us, is that face to face?” Michelle Taylor
“It's all great having a strategy, but we've got really clear actions that we measure, and we monitor.” Michelle Taylor
“Just get comfortable with yourself, right? Knowing who you are, being really self-aware, getting comfortable who it is, and just turn up and be that person every day. And don't let anybody say you need to be somebody else.” Michelle Taylor
“So being brave, being yourself, being authentic, asking for help, having a network and. Having a conversation. I think we have a part to play in making this, everybody know this could be a fantastic career. And I will literally speak to any women who wants to have a chat with me about how I did it, how I can help them.” Michelle Taylor
Resources:
https://connect.avivab2b.co.uk/broker/
About the Guest
Michelle Taylor is the Director of Strategic Accounts at Aviva, one of the UK's largest insurance companies. She has recently returned to Aviva after what she jokingly calls a "10-year sabbatical" working elsewhere in the industry, including a stint at Zurich.
Michelle is passionate about implementing Aviva's strategy of being visible, responsive, and executing flawlessly in their broker relationships as well as developing new propositions for Aviva's strategic broker relationships.
Michell is an experienced leader who is committed to improving the insurance industry, particularly in areas of service, relationships, and diversity.
Michelle’s LinkedIn Profile: https://www.linkedin.com/in/michelle-taylor-8a96084/
About the Host:
Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.
He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020.
Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.
Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/
Monday Jun 17, 2024
Monday Jun 17, 2024
In this episode, we are thrilled to be speaking with Mark McIlquham, President of Acrisure UK Retail. Mark gives a forensic insight into the infrastructure of the Acrisure Group, its global broking operations, and its role in the M&A insurance landscape. Having been involved in Acrisure’s recent acquisition and rebrand of the Eleven Network, Mark explains why networks provide a fantastic opportunity for brokers to receive regulatory support and greater access to new markets. He counters the notion that there are too many barriers for new small brokers to establish themselves, citing networks as an empowering means for brokers to take charge of their own businesses, and for the broader industry to regenerate itself. Mark is sceptical of the supposition that new compliance measures stifle brokers’ opportunities to innovate, and that these constraints can ultimately be beneficial, noting that ‘regulation isn’t a necessary evil, it’s just necessary’. Furthermore, Mark discusses the buoyancy of the MGA market, and the prospect that MGAs may eventually supersede mainstream insurers in servicing small brokers.
Quote:
“We think there's a really, really good opportunity for small brokers that are either part of our network or are just part of an Acrisure ecosystem that are not getting the service that they want from the compensate insurers, or haven't got agencies with the right insurers, to use our MGAs. Therefore, the vision that I've got is that we will have a, an ecosystem of high-quality brokers, some that we own, some that are a part of our network, and some that are third-party brokers, that have all got the opportunity to use our MGAs.”
“If someone is a member of a network, there's nothing stopping people being innovative. I look at some of the really innovative stuff our network members are doing. Obviously, we need to sign it off and understand it and approve it, etc. But that's the whole point of being in the network. We can help them with that, we can help them do it in a controlled way, we can help them with their markets, with their compliance, with their infrastructure. And obviously, the infrastructure is there for them to use and to tap into. I think, if people are and trying to [navigate regulation] on their own; one, I think they're mad, and two, I think that the burden of the cost would stifle innovation. But if you're in a network, I don't think it does.”
Resources:
MGAA - https://www.mgaa.co.uk/
Acrisure – https://www.acrisure.com/
Eleven Network – https://eleven-network.co.uk/homepage/
About the Guest:
Mark McIlquham is the President of Acrisure UK Retail. Acrisure is the sixth largest broker in the world, controlling $30bn USD of premium, with operations in 22 countries, and around 1000 acquisitions of brokers globally.
Mark’s LinkedIn Profile: https://www.linkedin.com/in/mark-mcilquham-46a6721/
About the Host:
Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.
He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020.
Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.
Monday May 20, 2024
Monday May 20, 2024
In this episode, we are delighted to be speaking with Stuart Reid, Chairman of Partners& and PIKL, whose illustrious insurance career makes him well-suited to discuss the current state of the broking market and its relationship with MGAs.
Stuart notes that the service provision from insurers is currently lacking, with MGAs fulfilling brokers’ need which they cannot find elsewhere. He argues that for insurers and MGAs alike, it is paramount to make things easier for the broker as and where possible, and doing so provides a significant opportunity for further partnership.
He predicts that in a few years’ time, brokers and MGAs owning capacity from insurers may become an increasingly common trend. Additionally, Stuart discusses the power of trade associations such as the MGAA in articulating the needs of individual organisations who cannot resist the regulator, for example, alone. It is essential that we continue to secure equitable regulation from the FCA, as a highly regulated industry, and trade associations are crucial in spearheading that conversation.
Quote:
“Brokers understandably want their job made easy. They're busy people, [if] you make the job easier for the broker, let me tell you, you'll be a damn sight more successful. And sometimes I think that gets forgotten a little bit. These brokers are under a tremendous amount of pressure. We've had a tremendous amount of changes, a huge amount of a regulatory burden. Clients are finding it tough to pay the extra premiums, there's lots of competition. There's lots of consolidation, so you've got bigger ones coming in for smaller. So do what you say, do it right first time, be quick, and make the make the job easier for the broker.”
“The importance of those trade bodies has become even more relevant in these days of the FCA regulating by information rather than site visit.”
Resources:
MGAA - https://www.mgaa.co.uk/
Briefing: Who are the valuable organisations in our industry?
About the Guest:
Stuart Reid is the Chairman of Partners& and PIKL. He’s also a non-executive director of Harbour Underwriting Limited, and was recently appointed as a non-exec director of Qlaims Limited.
Stuart’s LinkedIn Profile: https://www.linkedin.com/in/stuart-reid-a9500379/
About the Host:
Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.
He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020.
Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.
Monday Apr 15, 2024
Monday Apr 15, 2024
In this episode, we are thrilled to be speaking with Paul Templar, co-founder and CEO of VIPR Solutions.
Paul offers his assessment of the technology landscape within insurance, asserting that while there is a generalised desire across insurers, brokers, MGAs and claims TPAs to embrace technology, there is a significant gap between the pioneers in this effort and those lagging behind, either due to issues with cost or ability.
However, he notes that this tech will soon become within reach of the smaller organisations seeking to digitise. Paul asserts that while many processes will become accelerated by a transition to digital transactions, there will remain a need for human experts overseeing this for quite some time. Furthermore, he demystifies certain preconceptions about the functionality and efficacy of AI, arguing that it is an incredibly powerful tool which can enhance our business tremendously, particularly with regards to the use of data. For Paul, a successful implementation of Blueprint Two is crucial as Lloyds faces increasing pressure to avoid being eclipsed by international market competitors. However, he remains cautiously optimistic that we will soon achieve a digital marketplace, with straightforward claims processing enhanced by AI to automate many of the mundane tasks that currently afflict the efficiency of the customer journey.
Quote:
“I think there is now a genuine desire to embrace technology and IT within all of those organisations. There is absolutely a difference between the very best and those that need improving within the market in terms of the technology that's being used.”
“We're finding that the MGAs, are incredibly entrepreneurial, they're very focused on finding ways that they can grow their businesses and improve their operations, find efficiencies in what they're doing, and ultimately give that better experience for their customers. We're certainly seeing the use of things like the quote and buy platforms, and I think generally, there is that desire to find ways to do the job better.”
Resources:
MGAA - https://www.mgaa.co.uk/
VIPR Solutions: https://viprsolutions.com/
About the Guest:
Paul Templar is the Co-Founder and CEO of VIPR Solutions, which provides software for the insurance market with a focus on delegated authority.
Before his current position, Paul held the position of CTO for 11 years and played a significant part in the design and development of VIPR's technology solutions, including data and bordereaux management, coverholder and binder management, and analytical reporting capabilities.
Paul’s LinkedIn Profile: https://www.linkedin.com/in/paultemplar/
About the Host:
Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.
He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020.
Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.
Monday Mar 18, 2024
Monday Mar 18, 2024
In this episode, we are incredibly pleased to be speaking with Sheila Cameron, CEO of the Lloyd’s Market Association. The LMA plays a crucial role in the London insurance landscape, representing all the insurers in the marketplace and constructing communities to lobby for the best interests of its members. Throughout the episode, Sheila highlights her aspirations for the LMA across 2024, namely the smooth implementation of phase one of Blueprint Two, to facilitate the full digitisation of the market.
Furthermore, she notes the importance of collaborating with the FCA to establish a new definition of ‘consumer’ as it applies to the specialty market, to achieve more proportionate regulatory measures. Additionally, Sheila pinpoints a need for deepening education both within the Lloyds market, to broaden the sharing of knowledge across different departments and roles, and to those external to insurance. It is becoming increasingly crucial to actively promote our industry to school leavers and university graduates, and to do so we must consider how to translate what we do into something that’s digestible and attractive to prospective new talent.
Quote:
“We're here to make our market a better place, both for the individual members and for the market as a whole. And we do that through a technical expertise created through bringing together communities of interest to lobby for the approach that they believe in.”
“[With regard to digitisation,] other industries have moved forward at pace… all that’s happening now is trying to move the market forward. Will everything be pulled off perfectly all the time? Of course, it won’t. But, you know, we’ve got to try, and we’ve got to start to move forward… Our clients won’t accept having to rely on paper documents. We wouldn’t accept that from our own banks, would we?”
Resources:
MGAA: https://www.mgaa.co.uk/
Lloyd's Market Association: https://www.lmalloyds.com/
London Insurance Life: https://londoninsurancelife-lmg.com/
Blueprint Two: https://www.lloyds.com/about-lloyds/blueprint-two
About the Guest:
Sheila Cameron is the CEO of the Lloyd’s Market Association. She was appointed to this role in 2019, having previously held senior positions at Hiscox.
Sheila’s LinkedIn Profile: https://www.linkedin.com/in/sheilamcameron/
About the Host:
Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.
He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020.
Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.
Monday Feb 19, 2024
Monday Feb 19, 2024
In this episode, we’re thrilled to be speaking with Graeme Trudgill, the newly appointed CEO of the British Insurance Brokers’ Association (BIBA) as of July 2023.
Having recently completed his ‘tour of the regions’, speaking to over 700 members all across the country, Graeme shares his reflections on the key issues facing BIBA members and how they can be better supported.
Throughout the episode, Graeme notes that regulation needs to become more proportionate and reflective of the work of brokers and insurers alike. Brokers are keen to innovate, bring new products forward and find new ways to support their clients, but current regulatory constraints are arguably overly constraining, and could be reduced without compromising on high levels of client protection.
This is particularly key with regard to product value assessments and the volume of work required when reporting to the FCA. Additionally, Graeme outlines his ‘wish list’ for 2024 to reflect the upcoming BIBA Manifesto, and explains the potential for continued and increased collaboration between brokers and MGAA members.
Quote:
“I think we want a period of stability. If you have stability, that will bring growth. We've had so much new regulation; we've got the King’s Speech of legislative changes relevant to our sector. That stability is what we are looking for at the moment. Then when you get a period of stability, then you get growth on the back of that which is always really positive. I think if I was to look within that at specific things, I would say effective implementation of these new metrics on the growth and competitiveness objective of the regulator, so that regulation going forward is balanced and proportionate. I think that's what we all want to see.”
Resources:
MGAA - https://www.mgaa.co.uk/
BIBA – https://www.biba.org.uk/
BIBA - ‘What’s next?’ announced as the theme of The BIBA Conference 2024 – https://thebibaconference.org.uk/whats-next-announced-as-the-theme-of-the-biba-conference-2024/
About the Guest:
Graeme Trudgill is the CEO of the British Insurance Brokers’ Association (BIBA), appointed in July 2023, having worked in key roles across the organisation for over 20 years.
Graeme’s LinkedIn Profile: https://www.linkedin.com/in/graeme-trudgill-fcii-cert-mgmt-69157360/
About the Host:
Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.
He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020.
Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.
Wednesday Jan 10, 2024
Wednesday Jan 10, 2024
We are thrilled to be launching the MGAA Conversations podcast! Every episode, host Mike Keating, CEO of the Managing General Agents Association (MGAA) will be interviewing exciting guests active within our community about their unique insights. We aim to tackle every issue, challenge and opportunity currently facing the industry, and those we expect to emerge in the near future, ranging from the use of AI in Insurtech, to the challenges of incorporating new regulation across the MGA community. In our first full-length episode, we will be speaking with Graeme Trudgill, the newly appointed CEO of BIBA, with whom the MGAA are very closely associated.
Quote:
“We're extremely excited to launch our new podcast channel. MGAA Conversations gives us the opportunity to speak to people who are very active within the MGA community, asking their personal views in terms of the opportunities and challenges [facing the community] that they're addressing. I think by doing that, that allows our other members and other people within the MGA community to listen and get views first-hand, from people who they respect and know, and shakers and movers in the industry.”
Resources:
MGAA: https://www.mgaa.co.uk/
BIBA: https://www.biba.org.uk/
About the Host:
Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.
He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020.
Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.