In this Power Producers Podcast episode, David Carothers sits down with Dylan Jordan from Amwins to discuss specialized niches within the insurance world, particularly focusing on the human services, healthcare, and life sciences markets. With only two months until Producers in Paradise 2025, the conversation covers a variety of challenges and opportunities in the current hard market, from navigating supplemental applications to understanding the unique risks of sectors like MediSpas and behavioral health.
Dylan shares insights into Amwins’ approach, the importance of micro-niches, and how they continue to provide solutions in challenging markets. They also dive into the latest trends in tort reform, staffing shortages in healthcare, and how producers can effectively position themselves in a competitive market. This episode is packed with practical advice for producers looking to specialize and stay ahead in the evolving insurance landscape.
Dylan talks about Amwins’ focus on the human services, healthcare, and life sciences sectors, explaining how their expertise in these areas helps them close deals faster and more effectively than general wholesalers.
The discussion touches on the challenges of the current hard market, particularly in healthcare and human services, and how tort reform and statute of limitations changes are influencing the market dynamics.
Dylan emphasizes the importance of supplemental applications and how data gathering from clients is critical to ensuring comprehensive coverage in niche areas.
Finding Opportunities in Emerging Sectors
David and Dylan explore growing sectors like MediSpas and home healthcare, and how producers can capitalize on these opportunities by identifying gaps in coverage and leveraging specialized markets.
They discuss the impact of new technologies, such as Assembly, that help agents streamline data collection and improve efficiency, particularly for complex policies.
Dylan highlights how risk management in sectors like MediSpas and behavioral health requires in-depth knowledge of both underwriting and the nuances of each industry to avoid potential pitfalls and claims.
The last several years have reshaped the landscape of property insurance across the country. While most national carriers have retreated from coastal states, wildfire zones, and other catastrophe-exposed regions, a handful of disciplined players have taken the opposite path—leaning into difficult markets with a strategic, data-driven approach.
For most entrepreneurs, the decision to start a business is rooted in the promise of freedom. Freedom from a boss, freedom to control income, and freedom to build something meaningful. Yet for many business owners, particularly in service-based industries and middle-market companies, that freedom slowly erodes. What begins as ownership eventually turns into obligation, where the business demands constant attention and the owner becomes the single point of failure.
The insurance industry is full of shortcuts. Some producers look for ways to streamline the quoting process, others avoid hard conversations with clients, and many rely on endorsements or extensions because they are “easier” than diving into the details. Nowhere is this more dangerous than in the world of cyber insurance.
Too many agents assume that a cyber endorsement on a BOP or commercial package policy is “good enough.” It isn’t. In fact, treating a BOP cyber extension as a replacement for a standalone cyber policy leaves clients dangerously exposed, puts producers at risk of losing accounts, and opens the door to costly errors and omissions (E&O) claims.
Cyber threats evolve faster than any other area of risk, and endorsements simply can’t keep up. If producers want to protect their clients and themselves, it’s time to understand why standalone cyber insurance is non-negotiable.
In the middle market, producers don’t lose because the competition has better pricing.
They lose because the competition understands people better—their motivations, their fears, their priorities, and what makes them say yes.
The cyber insurance market has softened in recent years. Requirements that were once rigid — like mandatory multi-factor authentication (MFA) or endpoint detection and response (EDR) tools — have been relaxed by many carriers. But here’s the danger: just because carriers aren’t demanding these safeguards today doesn’t mean businesses can afford to ignore them.
The insurance industry is entering one of the most transformative seasons in its history. For decades, our world has been shaped by carriers, underwriting cycles, prospecting methods, and the grit of producers willing to outwork their competition. But today, a new force is reshaping the landscape—and most producers, agency leaders, and industry professionals aren’t ready for it.
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