Diane Hanlon serves as Head of Sales and Market Development at The Institutes. With more than 23 years of experience in Fortune 500 B2B sales, account management, and contract management, Diane brings deep expertise in business development and client relationship management. Before joining The Institutes, she held senior sales leadership roles at On Call International, a Tokio Marine HCC company, and Enterprise Holdings. In this episode of In the Know, Chris Hampshire and Diane discuss sales leadership and insurance industry careers, the latest initiatives at The Institutes, and the value of the CPCU designation journey in her career.

Key Takeaways

● Diane did not take the traditional risk management path.

● The most appealing aspects of the insurance industry.

● Benefits of consulting within the sales sector.

● Characteristics of successful salespeople.

● Protocols for retaining B-to-B sales arena opportunities.

● Questions to ask yourself before moving into the sales sector.

● Addressing industry talent gaps.

● Adapting to future technologies in the insurance industry.

● The evolution of training and development.

● The future of international insurance education and career path development.

● Diane's experience with international insurance interconnectivity.

● Advice to anyone who is considering a career in insurance.

● The 'addictive' journey of earning a CPCU designation.

● A five-year look at the future of the insurance industry.

● Diane's fulfilling advice to her early career self.

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Quotes

● "There are so many transferable skills that can be used in the insurance industry."

● "Building relationships is the key to the successes you're going to have."

● "The skills that someone needs today are going to look different in the coming years, and people need to be adaptable."

● "We work with all verticals to ensure they have what they need to be better at what they do."

Betsy Brewer is a founding member of the USC Marshall School, Peter Arkley Risk Management Institute. She serves on the Nominating Committee and is past global president of the CPCU Society and of Independent Agents & Brokers of California-Los Angeles. For her service to the risk management and insurance industry, she received the California Ramsden-Sullivan Award. In this episode of In the Know, Chris Hampshire and Betsy discuss her experience as one of the first female leaders in the global CPCU Society, as well as a female leader in the risk management industry and the brokerage community, and a variety of other topics.

Key Takeaways

● Betsy's career path began in the 1970s.

● Don't tell Betsy women don't get the CPCU designation.

● Significant changes in the brokerage market.

● Big wins in Betsy's leadership career.

● Impressive improvements for female leaders in the insurance industry.

● Key differences between males and females in any industry.

● Overcoming challenges that could have set Betsy back.

● Benefits of Betsy's CPCU designation.

● Lessons and skills learned as the CPCU global president.

● Deciding to move to a new agency.

● Selling on the brokerage side.

● Betsy's message to anyone considering a career in the insurance industry.

● Consulting, contracting, and training after retirement.

● A five-year look to the future of the industry.

● Betsy's advice to her early career self.

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Quotes

● "Don't tell me that women don't get the CPCU designation."

● "As a female leader in the industry, I see respect for my knowledge."

● "Males and females bring different motivations and talents to the table."

● "Nothing in this world moves without some kind of insurance."

● "I was brought onto the job because I knew all the people, and that's because of the CPCU Society."

Paul Dumitru is an Insurance Specialist at the Financial Supervisory Authority of Romania, President of the CPCU Romanian Chapter, and 2025 CPCU Society International Ambassador, where he will represent the CPCU Society and continue fostering international connections and awareness of the CPCU designation and the CPCU Society.

A CPCU Society member since 2013, Paul earned his CPCU designation in 2017. He is a member of the Europe Chapter, serves as the acting President of the newly forming Romania Chapter, and is a committee member on the Global Virtual Community Steering Committee. Over the past year, he has promoted the CPCU Society through media appearances, conferences, and the launch of the Romania Chapter, helping to expand the Society's reach across Eastern Europe.

Professionally, Paul works at Romania's Financial Supervisory Authority, where he focuses on financial education and strategic insurance initiatives. In this episode of In the Know, Chris Hampshire and Paul discuss insurance in Europe, the CPCU Society Romania Chapter, and some of the factors that have shaped Paul's insurance career, including his CPCU designation.

Key Takeaways

• Paul's professional journey from chemistry to insurance.

• Surprising discoveries from within the world of insurance.

• The intellectual reward of working in risk management.

• An overview of the Romanian insurance market.

• Training and developing the next generation of insurance professionals.

• Strategies for adapting insurance systems as part of the EU.

• Founding the Romanian CPCU chapter.

• Paul's message to the next generation of insurance professionals.

• A five-year look at the future of the Romanian insurance market.

• The benefits of Paul's CPCU designation.

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Quotes

• "Working in insurance is one of the most fascinating industries in the world."

• "Insurance meets at the intersection of finance, law, and human behavior."

• "In insurance, I learn something new every day of my life."

• "You only need curiosity to learn about the fascinating insurance industry."

Brian Schmidt is a senior insurance executive with more than two decades of experience across primary insurance, reinsurance, data and analytics, and consulting. At Xceedance, Brian leads the Strategic Accounts division as Senior Vice President and Business Leader, overseeing global teams that deliver operational excellence across the insurance policy lifecycle. Brian holds several industry designations, including CPCU, CIC, and ASLI, and earned both his BBA in Marketing and MBA from the University of Cincinnati's Lindner College of Business. Brian has served as Chair of the Underwriting Interest Group for The Institutes CPCU Society and as University Liaison for the Cincinnati CPCU Society Chapter. In this episode of In the Know, Chris Hampshire and Brian explore the offerings of a strategic operations support firm, the effective use of data analytics in day-to-day operations, and the value of a CPCU designation in his career.

Key Takeaways

• Brian's professional journey from restaurants to insurance.

• Xceedance offerings as a strategic operations support firm.

• The benefits of transitioning into a partnership with Xceedance.

• The Pros and cons of operations support partnership.

• The state of AI advancements in today's insurance industry.

• Effective use of data analytics in day-to-day operations.

• Brian's decision to pursue additional training and certifications.

• Tools in Brian's toolbox that have added to his success.

• A five-year look at the future of the insurance industry.

• Brian's message to early-career professionals.

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Quotes

• "Understanding why you're bringing in the support can help guide the decision."

• "Regardless of where AI progresses to, we're still going to need the art of underwriters well into the future."

• "Earning my CPCU designation has been pivotal in my insurance career."

• "No matter what skill set you have, there is a place for you in the insurance industry."

Janice Romero is Home Office Manager at ICW Group Insurance Companies and the CPCU Society's inaugural Go-Getter of the Year Award winner. This new award recognizes a CPCU Society member whose professional growth and active engagement best exemplify the spirit of the organization. With over three decades in workers' compensation underwriting, Janice has witnessed the insurance industry's transformation from a traditionally male-dominated field to today's more inclusive and diverse landscape. She is passionate about mentoring the next generation and encouraging young people to consider insurance careers. Janice believes that insurance, at its core, is about helping people. She recently published her first book, Happily Ever Afterlife. In this episode of In the Know, Chris Hampshire and Janice discuss her insurance career, the importance of networking, what it takes to write a book, and how to be a successful go-getter.

Key Takeaways

• Janice's successful career began with college internships and mentorship.

• The insurance industry is unique and set apart.

• Positive changes in the insurance industry.

• Janice's encouraging experience as a female leader.

• The importance of networking in a successful career.

• Happily Ever Afterlife — Janice's experience with loss, growth, and writing a book.

• Lessons this go-getter learned from a recent accident.

• The impact of the CPCU designation on Janice's career.

• Janice's advice to her early career self.

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Amy Waninger is the Founder & CEO of Lead at Any Level, where she helps organizations transform their STEM professionals from reclusive nerds into inclusive leaders. Amy offers assessments, advisory services, and training on essential skills for inclusive leaders. She is the author of eight books, including Network Beyond Bias: Making Diversity a Competitive Advantage for Your Career. Amy spent twelve years working in the insurance industry, where she achieved the CPCU designation in 2016 and the Certified Insurance Data Manager (CIDM) designation in 2018. She also holds associate designations in Management, Claims, Insurance Data Analytics, Information Technology, and General Insurance. On this episode of In The Know, Chris Hampshire and Amy discuss building a business, learning how to sell yourself, and strategies that can help anyone overcome external and internal barriers.

Key Takeaways

• Amy's journey from small-town Indiana to CEO.

• Getting to the jumping point and then making the jump.

• Amy's decision to leave her job and build a business.

• Learning how to sell yourself is a continual process.

• How to get started on the process of writing a book.

• Panic can be reframed as fuel.

• Strategies for facing internal and external barriers.

• Amy's far-reaching advice to her early career self.

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Quotes

• "We spend a lot of time in the industry talking about barriers to inclusion. What if we spend some time talking about solutions?"

• "Enjoying the process, in addition to the results, is key."

• "If you want to do something so badly that you are willing to be bad at it, and get better, then you know you're doing the right thing."

• "I am still surprised by the depth and breadth of the impact that I've had. I had no idea global impact was even possible."

Rose Hall is a visionary innovation strategist and risk management expert with 25 years of experience. She leverages innovation to solve complex business problems and create unique growth opportunities at the intersection of technology and risk. Her unique expertise spans the insurance, construction, and technology industries, and was cultivated in senior leader roles at global organizations such as AXA XL and Turner Construction. As CEO of RH Business Ventures, she advises the insurance, technology, and construction industries, focusing on transforming risk management through innovation and technology. On this episode of In The Know, Chris Hampshire and Rose discuss her career, her objective of connecting common problems with the right solutions, and the danger of treating innovation like an optional luxury in the insurance space.

Key Takeaways

• Rose's journey as a risk management thought leader.

• Insurance ecosystems pair problems with their solutions.

• Great innovations belong with great companies.

• Rose's strategy for analyzing a career change.

• Transitioning into entrepreneurship and consulting.

• Advice from a female leader in the insurance industry.

• The state of innovation in today's industry.

• Possibilities with parametric insurance.

• Rose's human-focused advice to her early career self.

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Mark Walls is the Chief Marketing Officer at Safety National, a multi-line specialty insurance and reinsurance carrier and member of the Tokio Marine Group. With over 30 years of workers' compensation and risk management experience, Mark's career spans claims management, client engagement, strategic analysis, and market research. He previously served as VP Client Engagement at Safety National and as Senior VP at Marsh's Workers' Compensation Center of Excellence. Mark is the founder of the Work Comp Analysis Group on LinkedIn, the largest online discussion group dedicated exclusively to workers' compensation issues. On this episode of In The Know, Chris Hampshire and Mark explore the changing landscape of the workers' comp landscape, hot topics in today's workers' comp space, and the game changer that is (or could be) AI.

Key Takeaways

• Mark's journey toward prominence in the workers' comp space.

• Workers' comp is an industry that fundamentally helps people.

• The current state of workers' comp line of coverage.

• Mark's inspiration behind the LinkedIn Work Comp Analysis Group.

• Lessons learned from Mark's career.

• The challenging impact of AI on workers' comp.

• GLP-1 drugs, marijuana, and other hot topics in the workers' comp space.

• Making the career move from claims to marketing and public speaking.

• Addressing the industry talent shortage.

• Mark's five-year look at the future of the industry.

• "The outcome makes the journey worth it all."

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Quotes

• "Workers' comp is an industry that is fundamentally there to help people."

• "Risk managers like comp right now because it's predictable."

• "There's not a week that goes by that you don't learn something in this industry."

• "At its core, we are an industry that's there to help people."

• "The insurance industry is the financial backstop of the entire economy."

Katie Reynolds is the Executive Director of AIRROC, the Association of Insurance and Reinsurance Run-Off Companies, the only U.S. nonprofit dedicated to promoting the interests of the legacy insurance and reinsurance community. She brings nearly a decade of experience in the legacy sector from claims leadership roles at RiverStone and The Hartford. An active AIRROC member since 2020, Katie has served on committees, the NextGen Council, and the Board of Directors. She holds a B.A. from the University of Rochester and a J.D. from the University of New Hampshire School of Law. On this episode of In The Know, Chris Hampshire and Katie discuss her transition from the carrier side to her current work as an executive director focused on the legacy sector.

Key Takeaways

● Katie's unintentional career journey toward her current position.

● Defining legacy and run-off business.

● Desirable features of the legacy space.

● The current state of the legacy sector.

● Addressing technology challenges in the legacy sector.

● Key aspects to valuating deals.

● AI, claims, and other trends in the legacy space.

● All about the offerings at AIRROC.

● Katie's insights into her new position and all that it entails.

● Katie's next-generation pitch for the insurance talent shortage.

● A look at the five-year future of legacy.

● Katie's encouraging advice to her early career self.

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Quotes

● "In legacy, celebrate every time something actually works the way you want it to!"

● "There is tremendous opportunity in legacy."

● "Legacy holds a lot of interest and a steady amount of deals."

● "I never thought of myself as an insurance nerd, but now I'm literally planning parties to celebrate insurance."

This episode of In The Know features host Chris Hampshire and Leah Ohodnicki, Executive Vice President of Carrier Relations at RT Specialty. Leah leads strategic initiatives to strengthen trading partnerships and drive growth across the wholesale insurance landscape, and brings two decades of experience spanning retail brokerage, E&S carriers, MGUs, and program business. Leah began her career at Marsh in 2006, advancing through leadership roles in marketing and business development. In 2015, she joined Argo Group, where she led distribution for the group and later led Specialty Programs. Leah also served as the executive sponsor for Argo Group's Gender Equality employee resource group. In 2023, Leah joined Ethos Specialty, part of Ascot Group, where she led Strategic Partnerships and served as interim head of Casualty Programs. Leah co-chairs the community committee for RT Specialty's WOW! — Women Opportunity Winning! — and serves on the boards of the Pittsburgh CLO and the University of Pittsburgh's Frederick Honors College. Today, Leah and Chris discuss the wholesale specialty marketplace, the role of distribution, and other aspects of this industry segment, and Leah's experience as a female leader in the insurance industry.

Key Takeaways

• Leah's career journey from marketing to insurance.

• Roles and responsibilities of leading carrier relations.

• The current state of the wholesale specialty sector.

• Key differences between wholesale and primary markets.

• Leah's message to anyone considering a career in insurance.

• Leah's experience as a female leader in insurance.

• Technical capabilities and character considerations in the hiring process.

• The value of a CPCU designation in an insurance career.

• Questions Leah asked herself when considering career moves.

• Technology's impact on the wholesale sector.

• A five-year look at the future of the industry.

• Leah's advice to her college-aged self.

In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.

To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.

Follow the CPCU Society on social media:

X (Twitter): @CPCUSociety

Facebook: @CPCUSociety

LinkedIn: @The Institutes CPCU Society

Instagram: @the_cpcu_society

Quotes

• "Carriers are all looking for ways to access brokers that they want to do business with."

• "The wholesale specialty sector is in a really healthy place right now."

• "Within insurance, you have the ability to be exposed to so much about what is going on in the world."

• "Insurance is at the heart of the economy."

• "If you have a seat at the table, you're there for a reason. Own it!"

• "What is the brand that you're building on your social media platform?"