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Episodes
Welcome to People in Insurance: Changing the Conversation Join us as we delve into the dynamic intersection of diversity, culture, and technological innovations within the insurance industry. Listen in as Host, Sarah Myerscough, Chief Ideas Officer at Macaii, sits down to talk with trailblazers, thought leaders, and innovators who are reshaping the very fabric of insurance. Here, we bring you stories that not only redefine the narrative but also offer a fresh perspective on the evolving landscape of insurance. From ground-breaking initiatives to transformative insights, we’re your trusted guide through the winds of change. Tune in to People in Insurance, brought to you by Macaii, and stay ahead of the curve in the ever-evolving world of insurance.
Episodes
Wednesday Jun 30, 2021
Wednesday Jun 30, 2021
Whether you’re a generalist or working within a niche scheme, making your name in the industry in our current economic climate will be an uphill battle. How can you futureproof your business in light of these conditions? In what ways can you increase the agility of your output? How will big tech and big data affect the industry in years to come? In this episode, we speak with SchemeServe’s Sean Neal, discussing how new independent brokers can benefit from insurance tech and its importance for the future of the industry.
Quote of the Episode:
“Insurance is a people business. It has been a people business for years, hundreds of years. And it will continue to be so; the technology will just help us with that journey… whether it’s a virtual, face-to-face thing, or a physical one.”
SchemeServe’s Sean Neal emphasizes that the insurance industry is ultimately always underpinned by personal connections between customers, brokers and insurers. Irrespective of what technological advancements may unfold in years to come, this will always remain the central principle of the industry. When developing your business, you should endeavour to ensure that personal connections with your customers are always at the forefront of every interaction, which new technology can often facilitate when in-person contact is troublesome or unavailable.
Key Takeaways
SaaS platforms such as SchemeServe will soon become paramount to the functioning of the industry in an increasingly digitised market, which has only been accelerated by COVID-19 and the advancement of remote work. For new independent brokers seeking to develop their services and cement their place in the market, such services may prove paramount to their future, as long as personal relationships with customers continue to be facilitated, either through virtual or in-person contact.
In order to compete with other brokers and companies harvesting big data, ensuring agility in the deliverance of your services is important. This, in conjunction with cultivating a close personal relationship with customers will prove fruitful in continuing contracts and developing new ones. Scheme-type contracts may prove highly beneficial for your business in this regard.
Technological development will continue to race ahead throughout the decade. Therefore, it is important to futureproof your business against the advancements of big tech, which cloud-based services such as that offered by SchemeServe may prove fruitful for. Implementing such new technologies into the functioning of your business will increase its agility and allow you to compete irrespective of its niche or generalist nature.
Resources
Mentioned in this episode: How to Fail with Elizabeth Day, S04 E04 with Mo Gawdat, former Google X Chief Business Officer.
SchemeServe’s website: https://www.schemeserve.com/
Sean Neal’s LinkedIn Profile: https://uk.linkedin.com/in/seanneal1
About The Guest
Having previously spent 30 years broking, 16 of which were spent developing Property Protector, Sean Neal briefly became a consultant for various MGAs and brokers. One of his consultees was SchemeServe, a well-renowned SaaS platform for insurance businesses, of which he had previously been a customer. Soon thereafter, he was appointed as Chief Commercial Officer and Commercial Director.
About the Host
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
Wednesday Jun 23, 2021
Wednesday Jun 23, 2021
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Wednesday Jun 16, 2021
Wednesday Jun 16, 2021
Alistair Fraser, CEO of Marsh Corporate, talks leadership, and the possibilities provided by the pandemic, in this fascinating chat with Sarah Myerscough.
Quote of the Episode
“we've got a massive opportunity as an industry to attract people back”
About the Guest
Having started in insurance with the Independent, Alistair has spent most of his career with the major global brokers. He’s been with Marsh for 13 years and is now CEO of Marsh UK Corporate following spells with Marsh in Indonesia and Singapore. With leadership experience at the very top of our industry, across highly varied cultures, he’s very well placed to talk about the leadership challenges and opportunities facing us as we emerge from the pandemic.
Connect with the Guest;
(2) Alistair Fraser | LinkedIn
About the Host
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of the insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis is a network of industry professionals working with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
CONNECT WITH SARAH
https://www.facebook.com/bostontullis
https://www.linkedin.com/company/bostontullis/
https://www.linkedin.com/in/sarahmyerscough/
HOSTED BY: Sarah Myerscough, Sarah.Myerscough@bostontullis.co.uk mobile: 07821903628
DISCLAIMER: The views, thoughts and opinions expressed in this podcast belong solely to the host and guest speakers. Please conduct your own due diligence.
Wednesday Jun 09, 2021
Wednesday Jun 09, 2021
Steve White has now been in charge at BIBA for 8 years. During that period, we’ve had Brexit, the pandemic and the impact of the transition from the FSA to the FCA – it’s been busy! Listen to Steve’s take on the market and how it will continue to change and adapt.
Quote of the Episode
“Come on board, a trade association is only as good and as strong as the quality and quantity of engagement that we get from our members. We have over 1,800 corporate entities now that are BIBA members. The more that we have, the stronger our voices with government, with the regulator with broader stakeholders”
About The Guest
Steve joined BIBA in 2004 after stints with the GISC and FSA, and a long career at Orion. His initial role was heading up the compliance function before taking over the reins as CEO in 2013. He represents, through BIBA, the views of the whole insurance broking sector to government, the regulator and the insurers.
Connect with guest
BIBA Home - British Insurance Brokers' Association (biba.org.uk)
About the Host
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis is a network of industry professionals working with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
CONNECT WITH SARAH
https://www.facebook.com/bostontullis
https://www.linkedin.com/company/bostontullis/
https://www.linkedin.com/in/sarahmyerscough/
HOSTED BY: Sarah Myerscough, Sarah.Myerscough@bostontullis.co.uk mobile: 07821903628
DISCLAIMER: The views, thoughts and opinions expressed in this podcast belong solely to the host and guest speakers. Please conduct your own due diligence.
Wednesday Jun 02, 2021
Wednesday Jun 02, 2021
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How do you make an impact when you join a business? Gary Williamson, newly appointed MD at Kingsbridge Insurance Brokers talks, strategy, niche vs generalist, acquisition and more, in this lively conversation with Sarah Myerscough of Boston Tullis.
Quote of the Episode “You've got to have a focus, whatever that focus might be. For me, you've got to have a focus to create a clear plan and like I say, that's probably a lot of different steps to get you to whatever that end goal is.”
About The Guest Gary Williamson has 25 years’ experience in the Insurance industry, in senior roles, in both brokers and insurers. He brings a refreshing take on broker strategy and the routes to rapid growth.
Connect with guest –
About the Host Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis is a network of industry professionals working with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
CONNECT WITH SARAH https://www.facebook.com/bostontullis https://www.linkedin.com/company/bostontullis/ https://www.linkedin.com/in/sarahmyerscough/
HOSTED BY: Sarah Myerscough, Sarah.Myerscough@bostontullis.co.uk mobile: 07821903628 |
DISCLAIMER: The views, thoughts and opinions expressed in this podcast belong solely to the host and guest speakers. Please conduct your own due diligence.
Wednesday May 26, 2021
Wednesday May 26, 2021
How do you get to be the person in the room, or on the zoom, that catches everybody’s attention? Susan Heaton-Wright, creator of the Superstar Communicator methodology, has worked with the CII and global organizations to teach business leaders how to make an impact when communicating. Listen to this fascinating chat with Boston Tullis’s Sarah Myerscough to unlock the secrets of influencing via verbal and non-verbal communication.
Quote of the Episode
“Do you know listening, I believe is a huge superpower. And we know from face to face meetings, you remember those old days when we have face to face meetings, there was this idea that you need to speak, and you needed to be heard. But actually, one of the most important things if you're in a service industry, is listening, and watching to see how the other person says what they're saying.”
Resources
Pole Pole Song: https://youtu.be/tgqAOCtwLOo
About The Guest
Susan Heaton-Wright empowers leaders and teams globally to work and communicate virtually and in real life. She has trained attendees from over 50 countries: regions include EMEA, The Americas and South East Asia. Susan delivers masterclasses, virtual workshops, virtual coaching, workshops and individual coaching for many companies including Astra Zeneca, Microsoft, RBS, Deloitte, AAP, Invesco, Shell, AXA and Quintiles. She is regularly interviewed on BBC Radio Five Live; BBC2, local radios and international podcasts.
In 2020 she was named in the #ialso 100 top inspirational female entrepreneurs with f:entrepreneur and has contributed to articles in Forbes, The Guardian, Huffington Post, Thrive Global, The Scotsman and trade publications.
Connect with Guest – Susan Heaton-Wright | LinkedIn
About the Host
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis is a network of industry professionals working with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
Connect with Sarah -
https://www.facebook.com/bostontullis
https://www.linkedin.com/company/bostontullis/
https://www.linkedin.com/in/sarahmyerscough/
https://bostontullis.co.uk/
HOSTED BY: Sarah Myerscough, Sarah.Myerscough@bostontullis.co.uk mobile: 07821903628
DISCLAIMER: The views, thoughts and opinions expressed in this podcast belong solely to the host and guest speakers. Please conduct your own due diligence.
Tuesday May 18, 2021
Tuesday May 18, 2021
Do you consider yourself to be a specialist or a generalist broker? What are the pros and cons of both?
Ecclesiastical are conducting qualitative research across the market to identify exactly why brokers specialise, how they maintain their specialist knowledge and what are the business, regulatory and financial advantages of doing so.
Quote of the Episode
“The survey is covering, influence, knowledge, business advantages and the regulatory angle as well as how that leads into placement strategy. I think, for those people listening, the link to be able to participate will be incredible. It will take 5-10 minutes tops. Go and put the kettle on, make a cup of tea or coffee, sit down, think about it. Your opinion counts.”
https://wh1.snapsurveys.com/s.asp?k=162098826520
Best Moments
“if you're that product in the middle, that general product, you've got to work really hard on your proposition"
Resources
Survey: https://wh1.snapsurveys.com/s.asp?k=162098826520
LinkedIn: https://www.linkedin.com/in/adrianksaunders/
About The Guest
Adrian is the Commercial Director for Ecclesiastical. Adrian’s experience in the insurance market spans over 20 years and he is currently responsible for the UK intermediated business including regional commercial broker business, schemes and affinity, High Net Worth / Private Client, and SME.
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
Tuesday May 11, 2021
Tuesday May 11, 2021
Ever creative, insurance brokers are always looking for new ways to grow. Stuart Randall and Ian Wainwright’s new venture, Brokerring, introduces the novel concept of book leasing. A really innovative solution for medium sized brokers looking to grow, or smaller ones looking for a glide path to retirement. Hear more about how it works, and how it came into being, in this fascinating conversation with Ian and Boston Tullis’s Sarah Myerscough.
Key Takeaway
So the larger broker doesn't have to find the capital to buy anybody and equally the smaller broker doesn't actually have to sell. What they do is they a lease their client book to the slightly larger broker.
About the Guest
Ian Wainwright has worked for insurers, brokers and consultancies both in the UK and overseas, in an insurance career spanning 40 years. He is a Non Executive Director of The National Security Inspectorate and AGB Risk Control Services. He is also a Fellow of the Chartered Insurance Institute, a Fellow of the Royal Society for Art Manufacturers and Commerce as well as being a member of the Chartered Association of Building Engineers.
CONNECT WITH IAN
Brokerring Limited - UK's first Broker Consortium
About the Host
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
CONNECT WITH SARAH
HOSTED BY: Sarah Myerscough
DISCLAIMER
The views, thoughts and opinions expressed in this podcast belong solely to the host and guest speakers. Please conduct your own due diligence.
Evaluation link: https://s.bostontullis.co.uk/s/podcastevaluation
Tuesday May 04, 2021
Tuesday May 04, 2021
On today’s episode, we’re excited to be talking to Brett Sainty, CEO of BLW Insurance Brokers. Brett’s 30 years career in the insurance industry spans broking and MGA management as both employee and business owner. We’ll be talking about the challenges and opportunities he’s seen in his time in the industry and the changes appearing on the horizon.
Learning Objectives
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What’s behind the hardening market, particularly in PI
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The reputational damage caused by the Covid BI issue and how BIBA is important to rehabilitating our image
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The need for really good communication in a hard market
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Digital marketing and digital natives – how to prosper in the new landscape
Best Moments
“If a small chain of hotels was previously occupied and trading as a going concern for hotels, and has been closed during COVID, are they now occupied? There are insurers that will consider them to now be unoccupied, and consequently, will be imposing either a significant reduction in the cover that they provide, along with a significant increase in the premium or declining to offer terms altogether.”
‘’If you're not online, you don't exist. Find out what you're really good at... Because you won't know it immediately.”
“Everybody I've spoken to that has worked for Peter Cullum and I've done a podcast with Peter as well as Tim Johnson, Clive Nathan and a whole range of people that have worked with Peter, have all said the pace at which you moved in the early days of Towergate was like three times any normal day and what you would normally learn in 10 years you learned in two!”
“…to make that transition, and it's a tough, tough movement, that 5 million to 10 million GWP is a really, really, really tough move, but it can be done and crucial to it, I think, is finding a specialist and work with your insurer partners to identify that. Then that marketing message is absolutely vital - and you guys at Boston Tullis have got a part to play in this because this industry needs that.”
Resources
BLW’s website Home - BLW Insurance Brokers Limited
Brett’s Profile Brett Sainty | LinkedIn
About The Guest
Brett’s career spans 30 years in the insurance industry with much of that time spend creating, running and marketing schemes and MGAs, often within a Lloyds capacity. He has held senior positions in consolidators, independent national brokers as well as being involved in two entrepreneurial start-ups throughout his career.
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
Monday Apr 19, 2021
Monday Apr 19, 2021
Is your brokerage fully maximising the support you can give your clients and any changes they have had to make to their process during COVID? Have you had to innovate your business in any way? What relief could you and your clients be eligible for? On today's episode, we’re excited to be chatting to Director of Incentives and Reliefs at Markel, Justine Dignam. Justine is responsible for driving the development, growth and management of the tax incentives and relief division of Markel Tax. She joins us to discuss who, why, how, when and what is R&D Tax Relief and how it applies to the insurance industry.
LEARNING OBJECTIVES:
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There are tangible ways in which insurance brokers and clients of insurance brokers should be looking at their tax position.
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R&D Tax Relief is provided by the UK government and is one of the UK’s most generous tax reliefs.
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There are 6 million businesses classified as UK SMEs and only 60,000 claim enough for R&D Tax Relief – this means a lot of businesses are not aware of this.
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If you’ve recently pivoted your business and you’ve had to develop processes, planning and testing into your development, it’s worth having a conversation about R&D Tax Relief.
BEST MOMENTS:
‘’The analogy that I always work with is a little bit like if you've got heart condition and you went to your GP and said, I really feel that I've got a problem with my heart, you certainly wouldn't expect your GP to say ok, hop on the bed, and I'll take a look - you would expect that they would refer you to a cardiologist to give you specialist advice. That's how we work with our referral partners throughout the UK.’’
‘’Going back to that uncertainty, that's really very important because around that uncertainty is where the R&D kind of development work is incurred.’’
‘’If somebody has had a significant spend on a project where they've had to overcome some technical uncertainties or made advances in processes, then that's definitely worthy of a conversation. We can ascertain whether somebody's got a valid R&D claim within a 10-15 minute telephone conversation.’’
RESOURCES:
Justine Dignam’s profile: https://www.linkedin.com/in/justine-dignam-17423b16/
Justine’s email address: Justine.dignam@markel.com
ABOUT THE GUEST
Justine joined Markel in 2014 and has been responsible for leading the strategy and development of introducing tax incentives and reliefs to accountancy partners. Previously she has worked within the professional service and accountancy sector in senior positions and at partner level for many years. She has an Msc in Marketing Management, holds the CIM DipM qualification, is a Chartered Marketer and a Fellow of the Chartered Institute of Marketing.
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation