Meet Spencer Mahoney, chief growth officer for CCIG, a Denver-based independent broker with 100 employees generating $30 million in revenue. The firm competes with the big boys in the commercial middle market for p/c and benefits, to include captive strategies. Spencer unpacks what it’s been like for he and his brother to work for dad, who founded the firm 40 years ago. First, they weren’t handed the business. Dad told the boys, “Go get your teeth kicked in somewhere else first,” Spencer relates. Working for a carrier, broker and wholesaler prepared them for a sales career at CCIG. Today, the firm is seeking organic growth as well as strategic acquisitions. “If we are not growing and adding producers, then we are falling behind,” Spencer says. At the same time, bolstering client service is key too. “You need a bench of unvalidated producers you can coach up, but you can’t grow too fast without expert service.” The key to insurance business success, he says, is remaining curious and being a good listener.

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