In the third installment of this Shoptalk series, host David Carothers and guest Zane Goldthorp of ProWriters shift the focus to proactive risk management for cyber insurance. They make the case that even in a soft market, a responsible business owner’s focus should be on security, not just on meeting minimum carrier requirements. The conversation covers the essential security controls every business should have, including MFA, MDR, and employee training. They also dive into a real-world claim scenario that highlights a critical coverage gray area—the “Bring Your Own Device” (BYOD) issue—and discuss the potential conflicts between carrier-provided security services and an agent’s referral relationships with Managed Service Providers (MSPs).
Zane Goldthorp outlines the foundational security measures agents should be discussing with their clients. While carriers may have relaxed some requirements, essentials like MFA (Multi-Factor Authentication), regular backups, and email security are non-negotiable. He also notes the industry’s shift from EDR (Endpoint Detection and Response) to the more proactive MDR (Managed Detection and Response).
The conversation stresses that one of the most effective and overlooked risk management tools is consistent employee training. With phishing and business email compromise being the source of most breaches, training employees to spot increasingly sophisticated attacks can be the make-or-break difference in preventing a major claim.
David shares a story from a real claim that exposed a major potential coverage gap: whether a breach is covered if it originates on a personal device not owned by the company. This “Bring Your Own Device” (BYOD) issue highlights the critical importance of understanding policy nuances and working with an expert wholesaler who knows the forms inside and out.
Many cyber carriers now offer security services as part of their policies. While valuable, David cautions agents to be mindful of their referral relationships with MSPs (Managed Service Providers). An MSP may view these carrier offerings as direct competition, potentially damaging a crucial referral source. The key is clear communication to ensure all parties are aligned.
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.
In an industry where tradition often outweighs innovation, artificial intelligence and automation are slowly but steadily reshaping how independent insurance agencies operate. The push toward smarter, more efficient workflows is no longer a matter of if—but when. While many agencies are still evaluating how AI fits into their operations, early adopters are already reaping the benefits of streamlined submissions, faster processing, and actionable data insights.
The commercial insurance industry is changing faster than ever—and not always for the better. Consolidation is accelerating. Service levels are declining. Private equity is pushing agencies to scale in ways that strip out the personal touch that once defined the independent channel. But for the producers willing to do the work, lean into mentorship, and sharpen their craft, this isn’t a challenge—it’s an opportunity.
The commercial insurance industry is in the midst of a major evolution. The traditional workflows that once drove agency productivity are now dragging down growth, overloading staff, and frustrating owners who are trying to scale efficiently. For independent insurance agencies—especially those in the middle market—adapting to these challenges without increasing overhead is a tightrope walk.
Few industries reward consistency, discipline, and patience quite like middle-market commercial insurance. Initially, every producer starts with a different story, background, and path into the business. However, the ones who rise are the ones who learn to embrace the long game. Moreover, while success may take time, those who persevere ultimately reap the benefits. Furthermore, this industry values resilience, and those who remain committed often find themselves achieving great success in the end.
In today’s performance-obsessed culture, achieving elite status in your profession can often come with a hidden price. Tania Khazaal, known to many as Tanya the Herbalist, knows this truth firsthand. After climbing the ranks in the insurance industry and landing in the top 1% of sales professionals, she found herself at a crossroads. Despite the accolades, international travel perks, and consistent recognition, she was suffering from a quiet crisis: burnout.
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