Agency Intelligence

Agency Intelligence


Agency intelligence podcast, is your top insurance podcast with two unique series that let you hear from and learn from both agency owners and industry influencers. Agents Influence is your weekly guide to the latest and greatest thought leaders the industry has to offer. Agency Intelligence covers real data from real agents in real agencies.

In this episode of the Agency Intelligence podcast, host Jason Cass interviews Christopher Martens, CIC, CPRIA, Personal Risk Specialist at USI Insurance Services. Chris talks about what high net worth personal lines are all about and shares his approach to prospecting.

Episode Highlights:

Jason introduces Chris Martens. (1:52)

Chris mentions that he’s not an agency owner. He’s a producer and his specialty is high net worth, high-value homes, and assets. (23:28)

Chris shares that most of the clients and prospective clients that they deal with have multiple residences, they have different ownership structures, and he has a lot of assets under management. (23:50)

Chris shares that property can sometimes be finite. There’s a replacement cost that can vary depending on whether it’s catastrophic, whether more things could happen at the same time, and almost like surge pricing. But he likes to focus on liability. (24:40)

Chris mentions that these assets aren’t always in brokerage accounts, and the inland marine is one of the best policies ever created. (27:49)

Chris mentions that he’s an old school type of prospector and he likes cold calling. (28:27)

Chris thinks that the more time you spend in the professional world, you meet more people if that’s how you go about doing right. (32:48)

Chris mentions that he’s been in the insurance world since 2014. (32:57)

Chris thinks that everybody should spend time on a trading desk. (34:39)

Chris mentions the book called Atlas Shrugged, by Ayn Rand. (47:40)

Key Quotes:

“Someone with multiple zeros, maybe in a bank account gets to a car accident, there could be additional zeros in that lawsuit. It’s just the nature of the world we live in right now. And I find it extremely important to make sure that we kind of protect that exposure, that we’re guarding against the catastrophic situation.” – Christopher Martens

“As I’ve been in the industry, I’ve really kind of delved back into family history, and I asked my dad so many questions over the past couple of years and I try to dig up stuff. So, it was kind of a homecoming for me.” – Christopher Martens

“I am a believer that you have to have a specialty. Anybody that’s a mile wide and an inch deep, I think you’re a master of nothing. I think you have to find something that you’re a little passionate about and sometimes, the market finds you.” – Christopher Martens

“Think about the insurance world, whether you’ve been in it 20 years, 50 years, you’ve been in it for 20 minutes…Tomorrow’s a new day, it constantly changes because it’s adapting to the world. So, to anybody that’s either new or has been in it, you’ve got such an opportunity because tomorrow, it resets.” – Christopher Martens

Resources Mentioned:

Agency Intelligence

Reach out to Jason Cass

Christopher Martens LinkedIn

USI Insurance Services

Atlas Shrugged


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