Top Producers 2022

“During [the pandemic], we were able to secure workers’ compensation coverage, including [coverage for] COVID, for the only touring international Broadway show, which would not have been able to open without confirmation of that insurance being in place”
Bob Middleton, Arts Insurance Program

 

 

Coverage for the performing arts

One of the winners is Bob Middleton, director of the Arts Insurance Program, a division of Maury, Donnelly & Parr, based in the greater Baltimore area. The program caters almost exclusively to the performing arts market, specifically dance and ballet companies, as well as touring Broadway shows.  

“During [the pandemic], we were able to secure workers’ compensation coverage, including [coverage for] COVID, for the only touring international Broadway show, which would not have been able to open without confirmation of that insurance being in place,” says Middleton. “They ran for several months and did experience a breakout.”  

Middleton met the criteria for being a Top Producer despite pandemic-related challenges that forced an almost complete shutdown of theatre and performing arts companies. He responded to the disruption with a three-pronged approach based on coverage discussions, reducing exposures, and processing claims. “We experienced a 30% reduction in our revenue, but our clients appreciated the service level provided,” he says. “We have since then seen our business rebound to levels above those prior to COVID.” 

Still, he holds his breath every time there’s a new announcement about a new COVID breakout or variant. Activities have started again in Europe and parts of Asia, but China – a huge market – remains closed to touring productions.  

What differentiates Middleton and the Arts Insurance Program in the marketplace? He cites service, carrier flexibility, and knowledge. “No one provides the service level we provide, as all of our claims are handled individually by staff and sent into carriers. Because of our niche, we work with carriers that support the entertainment industry. Some of them are as specialized as we are, so that they can aggressively price premiums and provide unique coverages, whether it’s cancellation coverage without a property damage trigger or EPLI for production companies with several Broadway shows.” 

Despite his success, Middleton says a few changes could help him produce even more. Some issues he has faced are long response times and mistakes made by insurance claims staff. Another is the turnover of underwriting staff in some lines. As a result, underwriters are overworked and find it difficult to service existing and new business.  

“A third area would be ‘hands on’ underwriting versus platform quote,” he says. “The turnaround time for quoting can be weeks and months [compared to] almost immediate quoting. This is obviously a hindrance to our being able to place coverage quickly.” 

“I think the industry is in a state of turmoil for many reasons, including rising interest rates, increasing reinsurance prices, and overleveraged carriers paying claims from multiple directions”
Ryan Cassidy, Franklin Street Insurance Services

 

 

Success in the Sunshine State

Another winner, Ryan Cassidy, is the managing director of Franklin Street Insurance Services, specializing in commercial property and casualty insurance. He has a personal portfolio of over 50,000 multifamily units, including nearly 10% of the market share in Florida’s Broward, Miami-Dade, and Palm Beach counties and more than 15 million square feet of commercial property.

He met the criteria for the 2022 IBA Top Producer awards despite what he says are relatively poor market conditions.  

“I think the industry is in a state of turmoil for many reasons, including rising interest rates, increasing reinsurance prices, and overleveraged carriers paying claims from multiple directions,” he says. “We have faced two years of large property and liability increases, and I am not convinced it is going to change in the next few years.”  

Cassidy thinks the US economy is on the brink of significant change, as many people accumulate wealth without thoroughly understanding how money and the economy work. He says what differentiates him in the marketplace is his added perspective as a real estate owner-operator: “My ability to design and construct creative insurance solutions, including things like proprietary programs and risk management strategies. My knowledge of real estate. As an owner-operator myself, I see the industry in a very unique way.” 

There are a few ways, he says, that he could produce even more than he has in the last couple of years. Hurdles to more growth include attracting and retaining the right staff, educating clients about the industry, and improving the marketing of their portfolios. In addition, there are too many carriers with restrained capacity, coverages, and terms, which makes it difficult for him to compete against existing market players. 

“After the past several years of claim activity, coupled with COVID, it’s relieving to see businesses succeed in 2022”
Kyle Schielack, Higginbotham

 

Strong performance in the Lone Star State

Another winner is Kyle Schielack, managing director at Higginbotham. Schielack is based in Houston and specializes in multifamily and property management portfolios, as well as retail/industrial/office real estate, commercial property development, manufacturing, and wholesale distribution.  

Schielack says natural disasters have been prominent over the past several years. He has observed a significant increase in the property marketplace due to the windstorm and fire activity nationwide, coupled with the Great Texas Freeze in 2021. “With capacity shrinking and valuations increasing, renewals have been difficult for many insureds to absorb. In addition, crime and litigation awards have stumbled the casualty marketplace, with the exception of workers’ compensation. Although we are now seeing some carriers [return to the] coastal real estate sector, we don’t foresee major impacts to rating for the foreseeable future.” 

Regarding economic conditions, he says that despite the hubbub about inflation, the economy remains strong, at least in the Gulf Coast of Texas. Fifty-year-old companies are experiencing their best years to date. New entrepreneurial ventures are growing rapidly. Real estate is active and construction is ongoing. “After the past several years of claim activity, coupled with COVID, it’s relieving to see businesses succeed in 2022,” Schielack says. 

What differentiates him and Higginbotham in the marketplace? They have “day two services” and in-house subject matter experts who provide support after placing coverage. The company also oversees the Higginbotham Community Fund, which engages employees in philanthropy. In addition, the company has considerable industry expertise in coastal real estate. 

From Schielack’s point of view, improvements in a few industry conditions can help boost his business further. “My main concern is bringing in energized young professionals that are capable of replacing the enormous knowledge and support of the retiring generation. It seems as though every carrier, wholesaler and agency I talk with is looking for new folks to join their organizations.”  

Another concern is the sustainability of coastal property valuations and ratings, as real estate clients continue to experience the pains of annual property tax increases and post-COVID rents, causing them to wonder if premiums will be sustainable in the long run. 

 

Top Producers 2022

• 
  Joel Hirschfeld
  President
  Hirschfeld & Associates
   
  
• 
  Alan Jones
  Executive Vice President
  AssuredPartners
   
  
• 
  Dan Borgna
  Vice President of Environmental and Construction
  Dale Group
   
  
• 
  Jeffrey Maconaghy
  Agency President
  AssuredPartners
   
  
• 
  Jonathan Axel
  Area President, West Coast
  The Liberty Company Insurance Brokers
   
  

• Allison Nixon
  Principal
  RHSB
• Andrew Rohan
  VP, Risk Management
  TIG Advisors
• Ben Smith
  Managing Director
  Higginbotham
• Bob Bamberger
  Executive Vice President
  Marsh McLennan Agency
• Bob Middleton
  Director of Arts Insurance Program
  Maury, Donnelly & Parr
• Brendon Bock
  Principal
  Marsh McLennan Agency
• Brent Aycock
  Managing Director
  Higginbotham
• Brian Hall
  Partner
  Overmyer Hall Associates
• Brian Johnson
  Senior Vice President
  FBBInsurance
• Brian Schneider
  Managing Director
  Higginbotham
• Brian Tucker
  Principal
  RHSB
• Bryan Beasley
  National Non-Profit Practice Leader
  Marsh McLennan Agency
• Dan Einstein
  Division Leader, Business Insurance
  Marsh McLennan Agency
• Dan Overmyer
  Partner
  Overmyer Hall Associates
• Dan West
  Senior Vice President
  Marsh McLennan Agency
• Dane Beasley
  Senior Vice President
  FBBInsurance
• David McKinnon
  Executive Vice President
  FBBInsurance
• Eric Harden
  Partner/Vice President of Commercial Lines
  Insuramax
• Evan Seacat
  Regional Managing Director
  Franklin Street
• Frankie Harris III
  EVP Sales, Commercial Lines
  AssuredPartners
• Garet Marr
  Managing Director, Insurance Services
  Franklin Street
• George Phillips
  Senior Vice President
  Marsh McLennan Agency
• Gregory W Havemeier
  Senior Vice President
  Gulfshore Insurance (Acrisure Agency Partner)
• Jeff Mentel
  SVP Sales - Commercial Lines
  AssuredPartners
• Jennifer Mullins
  Executive Vice President
  Bozzuto & Associates Insurance
• Joe Thompson
  Partner and Client Advisor
  Gulfshore Insurance (Acrisure Agency Partner)
• Joe Urquhart
  Senior Vice President
  Overmyer Hall Associates
• John Henry Ward III
  VP Sales, Commercial Lines
  AssuredPartners
• John Powers
  Chief Executive Officer
  Powers Insurance and Risk Management
• John Sirabella
  Account Executive
  CLG Insurance and Acrisure Agency Partner
• Joseph DeLucchi
  President/CEO
  CAL Insurance & Associates
• Justin Sorensen
  Director
  Embroker Insurance Services
• Karl Henley
  Executive Vice President/Partner
  SeibertKeck Insurance Partners
• Kevin Hardy
  President
  Alkeme Insurance
• Kyle Schielack
  Managing Director
  Higginbotham
• Marcus Eagan
  Vice President
  Eagan Insurance
• Marcus Henthorn
  Managing Director of Sales
  Gallagher
• Mark Lee
  Managing Producer
  Higginbotham
• Michael Egan
  Vice President
  The Selzer Company
• Michael Irvine
  EVP Sales, Employee Benefits
  AssuredPartners
• Michael Kellam
  Chief Executive Officer
  Ware Insurance
• Michael Shadeed
  Managing Director, Insurance Services
  Franklin Street
• Nick Rallo
  Principal
  AssuredPartners
• Paul Mack
  Agency President
  AssuredPartners
• Phil Martin
  President
  HQ Insurance
• Phillip Lane
  Vice President and Partner
  Insurance Office of America
• Preston Miller
  Producer
  Dillon Risk Management
• Rich Miller
  Executive Vice President, Risk Management
  TIG Advisors
• Rob Mastrantonio
  President of Construction
  AssuredPartners
• Robert Baldacci
  Account Executive
  National Housing Insurance Group
• Ruben Medina
  President
  Cumbre Insurance Services
• Ryan Cassidy
  Managing Director, Insurance Services
  Franklin Street
• Ryan Hurley
  EVP, Community Association Insurance
  AssuredPartners
• Ryan Schmidt
  Partner and Client Advisor
  Gulfshore Insurance (Acrisure Agency Partner)
• Sam Sackler
  Senior Vice President
  FBBInsurance
• Scott Garrison
  Executive Vice President
  Hub International
• Tim Dickison
  SVP Sales, Commercial Lines
  AssuredPartners
• Tim Powers
  Vice President
  Missouri General Insurance Agency
• Timothy Spear
  Partner and Client Advisor
  Gulfshore Insurance (Acrisure Agency Partner)
• Todd Jackson
  Senior Vice President
  Bolton, an IMA Company
• Todd Silver
  Agency President
  AssuredPartners
• Trey Renno
  Area Vice President, Casualty and Environmental
  Risk Placement Services
• Trey Wood
  Partner and Executive Vice President
  Turner, Wood & Smith
• Tyler Vandeberghe
  Sales Leader/Producer
  Brown & Brown
• William Denbo
  Managing Partner
  Commercial Insurance Associates
• Zachary Fanberg
  Vice President/Producer
  Eagan Insurance Agency

 

PLATINUM PRODUCERS 

• 
  Joel Hirschfeld
  President
  Hirschfeld & Associates
   
  

• Bart McGowan
  Executive Vice President
  Marsh McLennan Agency
• Clinton Anderson
  President, National Specialty Practice
  Hub International
• Eddie Smith
  Executive Vice President
  Marsh McLennan Agency
• Jared Parsons
  MGA
  Parsons Insurance Services
• Mark Doscher
  Principal - Director of Executive Liability Practice
  Marsh McLennan Agency
• Maureen Gallagher
  Agency President and Real Estate Vertical Leader
  AssuredPartners
• Patrick Thomas
  President
  RSI Insurance Brokers
• Paul Praxmarer
  Agency Principal/Executive VP of Sales
  Corkill Insurance Agency
• Priya Huskins
  Partner & Senior Vice President, Board Member
  Woodruff Sawyer
• Richard Lonneman
  Executive Vice President/Partner
  AssuredPartners