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.
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.
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.
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.
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.
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.
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.
Influence is one of the most powerful tools we have in business, leadership, and personal life. Used well, it inspires people, builds trust, and creates ethical results. Used poorly, it can slide into manipulation and self-interest.
Reinvention is one of the most powerful themes in the insurance industry. Some of the best commercial producers in the country did not grow up wanting to sell insurance. They did not study risk management in college. They did not come from an agency family. They found this industry after they tried something else. They found it after life pushed them toward a career where performance, autonomy, and mindset determine the outcome.
The most successful producers in the middle market did not get there because they quoted faster, smiled bigger, or knew how to talk longer. They got there because they learned how to differentiate themselves so clearly that prospects had no choice but to see them as trusted advisors. They learned to operate like businesspeople first and insurance technicians second. They learned how to tie operational mechanics to insurance outcomes. They learned how to control their time, their pipeline, and their future.
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.
The commercial insurance industry is one of the few professions where someone can enter with no experience, no connections, and no background in risk management and still build a long, lucrative career. But success is never automatic. It requires hunger, humility, curiosity, and the willingness to keep showing up even when the process feels overwhelming. That is why the story of Pam Seidler has already started making waves among new and aspiring commercial producers.
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.
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