Winning in Catastrophe Exposed Markets with Terry McLean, Episode #403

In this episode of the Power Producers Podcast, host David Carothers interviews Terrence McLean, Co-Founder and CEO of SageSure. Terry joins the show from Silicon Valley to discuss how SageSure has grown into a powerhouse in the catastrophe-exposed property market. They dive deep into the philosophy of running toward risk when others run away, the critical importance of physical inspections, and why independent agents remain the ultimate experts in distribution.

Key Highlights:

The “Go Left” Philosophy

Terry explains why SageSure enters markets that national carriers flee. While others retrench, SageSure finds fertile ground in difficult territories by understanding the risk better than anyone else and “going left” when the industry goes right.

Boots on the Ground: The Inspection Mandate

Despite advancements in technology, Terry emphasizes that AI and aerial imagery are not yet ready to replace physical inspections. He details why SageSure relies on boots-on-the-ground to verify insurance-to-value (ITV) and condition, ensuring they only write the best risks to protect their capacity.

Carriers Can’t Be Everything

Terry argues that insurance carriers cannot be “all things to all people.” Their job is to manage capital and margin. He highlights that independent agents are the necessary experts who must navigate the market on behalf of the consumer to find the right fit when a carrier’s appetite is full.

The “Parting Gift”: Market Stabilization

Terry offers a positive forecast for the future, predicting double-digit price decreases in reinsurance by 2026. This signals that the worst of the hard market is likely behind us, which should eventually lead to primary price stabilization for consumers.

Top Tier Agency Partners

When asked what separates a top-tier partner from the rest, Terry points to relationships and trust. SageSure aims to be a “top 3” carrier for their partners, and in return, they prioritize agents who maintain open communication and consistent volume.

Connect with:

• David Carothers LinkedIn
• Terrence McLean LinkedIn
• Kyle Houck LinkedIn

Visit Websites:

• Power Producer Base Camp
• SageSure
• Killing Commercial
• Crushing Content
• Power Producers Podcast
• Policytee
• The Dirty 130
• The Extra 2 Minutes