In this episode of Power Producers Podcast, David Carothers sits down with Brennen Grone, EVP of Sales at Rainbow, an InsureTech MGA specializing in restaurant coverage. They dive deep into the world of InsureTech, underwriting flexibility, and how Rainbow is redefining the insurance experience for agents looking to place complex risks. Brennen shares insights into the company’s growth, their unique approach to risk selection, and why independent agents should pay attention to emerging tech-driven solutions in commercial insurance.
Key Takeaways:
From Decline to Bind
Brennen shares real-life examples of how Rainbow’s hybrid underwriting approach—leveraging both technology and human expertise—turns complex risks into bound policies. Learn how agents can work with their underwriting team to get tough placements across the finish line.
The Restaurant Insurance Niche
Why did Rainbow double down on restaurant insurance, and what makes them different from other carriers? Brennen explains how they’ve built a streamlined quoting process while providing deeper underwriting flexibility, making them a top choice for agents specializing in hospitality.
Why InsureTech Isn’t Just About Speed
While many InsureTechs focus solely on quick bindable coverage, Rainbow’s model balances automation with human insight, ensuring that risks are properly priced and covered. They discuss why this approach matters in a hard market and how it helps agents win more business.
Building a Differentiation Strategy for Agents
David and Brennen talk about how independent agents can leverage InsureTech solutions to stand out. From unique underwriting models to client education tools, they cover how producers can create a competitive edge that goes beyond price.
Overcoming Brand Objections in Sales
New carrier names can sometimes create friction at the point of sale. Brennen and David discuss strategies to build trust with clients, handle objections, and position carriers like Rainbow as valuable partners—even when the insured has never heard of them before.
The Future of MGA Innovation
Beyond restaurants, what’s next for Rainbow? Brennen shares insights into their expansion plans, including new specialty programs in beauty & wellness, body piercing studios, and more. He also hints at the future of tech-enabled quoting, self-service tools, and expansion into new states.
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