In Episode 4 of From The Darkhorse's Mouth, titled "Houston, We Have a Problem," Dan and Carly Garzella are joined by Gene Knippers, Regional Director at Ironpeak Insurance, for a high-level conversation about navigating carrier access and making smart moves in today’s complex insurance market. Gene introduces Ironpeak Insurance and its role as a true aggregator, breaking down what sets them apart and how they help independent agents grow with confidence.

The discussion dives into the different types of carriers—tech-based and legacy-based—and the pros and cons of each. Gene also explains the common ways agents can access carriers, from direct appointments to aggregator relationships, and weighs in on whether having more carrier options is always better. With decades of experience in the field, he shares practical insights into choosing the right partnerships based on your target market and agency goals.

Looking through a geographic lens, Gene explores the most preferable and most challenging states for independent agents to operate in, offering real-world examples of how regulation, risk appetite, and market conditions vary across the country. The conversation also takes a step back to reflect on the "Glory Days" of insurance and how the market has evolved—before casting a forward-looking vision for a "Return to Glory" in the modern independent space.

Whether you’re a new agent trying to understand carrier access or a seasoned pro looking to adapt to the shifting landscape, this episode offers valuable clarity on building a solid foundation for growth in today’s insurance industry.

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