In this episode of Power Producers Podcast, David Carothers sits down with Andrew Kelly from AJ Wayne & Associates, Inc, a seasoned wholesaler specializing in professional liability. Together, they dive into the evolving landscape of professional exposures and the critical role wholesalers play in supporting producers and navigating the hardest market many have ever experienced. From Andrew’s inspiring 21-year journey in the industry to actionable advice for retail agents, this conversation offers valuable insights for anyone looking to sharpen their approach to professional liability.

Key Points:

Andrew Kelly’s Journey

Andrew shares his unique path from an admin role to becoming a trusted wholesaler, emphasizing the value of mentorship, persistence, and continuous learning.

The Importance of Complete Submissions

Andrew highlights how detailed, well-prepared submissions can foster better partnerships with wholesalers and lead to more efficient and effective results.

The Role of Education and Designations

Both David and Andrew stress the significance of professional designations like RPLU, CPCU, and others in building expertise and trust in the industry.

Navigating the Hard Market

The discussion explores strategies to thrive in today’s challenging insurance market, from focusing on relationship-building with underwriters to leveraging market conditions to differentiate as a producer.

The Power of Partnerships

Andrew emphasizes that insurance works best as a collaborative effort between agents, wholesalers, and underwriters, underlining the importance of mutual respect and long-term relationship investment.

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