In commercial insurance, the most dangerous threats to your book of business aren’t always visible on the loss runs. One of the most overlooked vulnerabilities for middle market producers is ignoring the personal lines needs of their business owner and executive clients.
That gap is exactly where competitors with high net worth insurance expertise can walk in, solve a personal lines problem, and walk out with the entire commercial account.
In a recent Power Producers Podcast, I sat down with Jessica Fukuchi, principal at PCRG Insurance, to unpack this risk—and, more importantly, how producers can protect themselves by building strategic referral partnerships with high net worth specialists.
When you write middle market commercial accounts, your client roster likely includes:
These clients have personal risk profiles far beyond the scope of a standard homeowners or auto policy. They may need $20–$50 million in umbrella liability coverage, policies that address domestic staff exposures, coverage for valuable collections, or even kidnap and ransom protection.
If you aren’t asking the personal lines questions, someone else will—and if that “someone else” also offers commercial insurance, your account is suddenly at risk.
One of Jessica’s key points: every producer should have a trusted referral partner for high net worth personal lines.
But not just any partner—someone who:
Think of it like the benefits world: you wouldn’t hesitate to introduce a benefits-only agent to your client to solve an employee benefits problem, knowing they won’t try to poach your P&C business. The same model works for high net worth personal lines.
By connecting your client with a vetted specialist, you protect the relationship, deliver more value, and close the door to competitors.
High net worth insurance is a different game entirely from standard personal lines.
The Complexity of High Net Worth Underwriting
Jessica emphasized that to place these accounts properly, you need the entire portfolio—not just one home or one exotic car. Partial placements rarely work because carriers want full visibility before offering higher umbrella or excess limits.
The Role of Family Offices
Family offices—private wealth management firms for ultra-high net worth families—are becoming more common.
They can be excellent referral partners, but there’s a twist: some are now bringing insurance services in-house. If your client’s family office does this, your commercial account could be at serious risk unless you already have a strong, trusted relationship in place.
Umbrella and Excess Liability Capacity Challenges
Cyber Liability for Individuals
Kidnap and Ransom
Jessica used the term “junk drawer” to describe the typical personal insurance portfolio for new wealth clients:
This fragmented approach creates gaps, overlaps, and enormous underwriting challenges. It also puts the client at serious risk if they ever face a large liability claim.
A high net worth personal lines specialist consolidates, coordinates, and aligns coverage—often discovering exposures that could have been financially devastating.
The podcast also explored another important angle: how agency owners and producers can structure their businesses for both profitability and freedom.
Jessica Fukuchi’s Agency Restructure
A few years ago, Jessica hit a breaking point—constantly available to clients and staff, attending every kids’ event but never fully present, and feeling like work controlled her life.
She changed her approach by:
The result? More presence at family events, more travel, and a healthier balance between business and life.
Here’s how to put these ideas into practice immediately:
Ignoring your client’s personal lines needs isn’t just a missed opportunity—it’s an open invitation for a competitor to walk in and take everything.
By building strong referral relationships with high net worth insurance specialists, you protect your accounts, deliver more value to your clients, and differentiate yourself in the marketplace.
As Jessica Fukuchi has proven, you can build a thriving, specialized practice that complements commercial producers, not competes with them—while still designing a business and lifestyle that works for you.
If you have high net worth needs and want to keep your accounts safe, contact Jessica Fukuchi at [email protected].
In commercial insurance, the most dangerous threats to your book of business aren’t always visible on the loss runs. One of the most overlooked vulnerabilities for middle market producers is ignoring the personal lines needs of their business owner and executive clients.
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