Top Retail Insurance Brokers in the USA

Linchpins of insurance

The Top Retail Brokers of 2024 have navigated a host of industry challenges and earned their place on this prestigious list.

Insurance Business America undertook a nationwide search for the top performers, who had to satisfy a series of criteria:

  • at least $1 million in premium revenue in 2023
     

  • at least 50 percent commercial P&C business
     

  • demonstrated year-over-year growth from 2022

The special status of Platinum Broker was awarded to those who exceeded $4 million in 2023 revenue.

The trends from last year show that 2024’s top retail insurance brokers have had to be even more efficient and prove themselves further, illustrated by the 15 percent increase in the number of winners who operate in all 50 states.
 

City/State: Pleasant Hill, CA
Total commission revenue growth: 5 percent
Specialized areas: Construction, Real Estate, Distribution


The 30-year veteran puts his success down to adaptability.

“It’s not coming with a predetermined answer but really figuring out where they need help and then designing a program that fits what they need to do. On any given day, I could be talking to a nonprofit, a large contractor or even a bar owner. The answer is not going to be the same.”

Callaway primarily targets a segment of the market:

  • business with under 100 employees
     

  • firms where the owner has a large degree of direct control
     

  • entities who will benefit from his network

He has managed to last so long in the industry using his expertise as a broker.

“I try to position myself as their outsource risk management department. They probably are not big enough that they’re going to hire a full-blown department to do that,” explains Callaway. “They may have questions along the lines of safety, HR, risk control, fleet management, contracts and whatever it is, I’m their first calI. If I don’t have the answer, I find the resource to get it.”

This ensures clients have a one-stop shop and know that Callaway has a network that he can tap into when necessary.
 



“My unique value proposition is to be a client advisor and offer a broader array of services rather than the agent down the street who’s only selling a policy,” he says.

What resonates with Callaway is being able to connect directly with owners. He offers advice on things in their business he may notice but also appreciates they are fully invested.

“I’m pretty comfortable dealing with the entrepreneurs of the world, people that are willing and able to make their own decisions and make them fast. When I tell them about a policy, they either give me the money or they take it home.”

This approach works well in California, which is the biggest state by GDP and has an abundance of business owners per capita.
 

Steve Callaway, Acrisure West
“Most of my competitors view their job to sell insurance. Once they do, they’re not going to talk to you for another 300 days. With me, the day you buy the insurance is the date we start working together”
Steve CallawayAcrisure West


Over the past 18 months, Callaway’s firm has grown since he joined Acrisure in 2017. Following some restructuring, he now focuses on Northern California. Not that he needed any more motivation.

“It’s enabled us to bring more services and streamline our operation for our clients, so everybody got reenergized and started selling more insurance. Did that necessarily happen to me? In all honesty, probably not because I do it every year. It’s just the nature of being a competitive person. If I’m going to do it, I’m going to do this right.”

Callaway took the business over from his father and began developing his own support staff to allow the business to have an identity away from him. He has placed more emphasis on coaching, so he doesn’t have to touch every client.

City/State: Jackson, MS
Total commission revenue growth: 31 percent
Specialized areas: Public Entities, Manufacturing, Non-Profit Organizations, Construction/Surety


Getting out of the comfort zone ensures razor sharpness.

That is Johnson’s mindset, which he describes as “total quality management.” It entails making a concerted effort to keep pushing the envelope.

The senior executive vice president’s structure is directed at:

  • a long-term view
     

  • improving clients’ profitability
     

  • a reputation for dependability

At the start of his career, he would spend his weekends on the road in build a name.

He says, “You have to drive on writing new business every year because if you don’t, you’re unfamiliar with the marketplace and the competition. It’s a must to figure out how the insurance industry is evolving. If you’re not, in my opinion you’re losing focus.”



Johnson is reaping the rewards of building such a sterling reputation.

“I've spent 18 years making phone calls and knocking on doors. If you develop a reputation for always providing solutions and doing what you say you’re going to do, people will reach out. Word travels and I’ve been blessed in that regard, as I’ve always been honest and transparent.”

This is compounded by Mississippi being a relatively sparse market compared to the likes of California and Texas.

“I’ve got a lot of runway left and God willing, another 15 years left in this business, but everything has a product lifecycle. Hopefully, I continue because I’m still motivated, and mentally and emotionally invested in what I’m doing.”

A strategy that Johnson has adopted is to target clients focused on their future. This enables him to work with companies as a partner.

He comments, “I believe in long-term investments and if the mindset is to do something different, or to change brokers and insurance companies every year, then that’s not a good fit.”

Ensuring there is a meeting of ambitions and goals is the foundation for Johnson’s success.

He puts a premium on delivering results rather than signing new clients.
 

Brian Johnson, Fisher Brown Bottrell
“When I wake up on the first of January every year, I say, ‘How do I do better than I did last year in this industry?’”
Brian JohnsonFisher Brown Bottrell


“It’s not about how many accounts there are. It’s the quality of results that you’re providing to your customer,” comments Johnson. “I would rather have one customer where I have transformed their business, improved their profitability and offered them insurance protection that saved them from enormous heartaches, rather than having 10 customers and it just being a transaction.”

Another accomplishment is Johnson’s success in becoming a role model and championing the need for greater diversity in the insurance industry.

Out of university, he was hired into the management program at Trustmark Bank and a two-month rotation at the Bottrell Agency, which led him to embark on a broking career.

Trustmark took a chance on a young African American male and I don’t think a privately owned agency would have hired me back then. Hopefully, I will continue to be an illustration for other people to say, insurance is universal and not just for one particular type of person or gender.”

Scroll down to get to know the top retail insurance brokers of 2024. 

 

Top Retail Insurance Brokers in the USA

  • Alka Manaktala
    Managing Partner
    IOA Insurance
  • Bob Middleton
    Director, Arts Insurance Program
    Maury, Donnelly and Parr
  • Brandon Cooney
    Chief Operating Officer
    Capital Gate Insurance
  • Brian Gilberg
    Vice President
    Acrisure
  • Brian Schneider
    Managing Director
    Higginbotham
  • Brigitte Egbert
    Managing Principal
    Acrisure
  • Carlos Chinchilla
    Executive Vice President
    Acrisure
  • Chase Carlisle
    Energy Practice Leader
    Acrisure
  • Chip Renno, CIC, ARM, CRM, CPIA
    Commercial P&C Agent/Agency Principal
    Snellings Walters Insurance Agency
  • Dave Wissel
    Client Advisor and Partner
    Acrisure
  • David McKinnon
    Executive Vice President
    FBBInsurance
  • Edward Nagel
    Energy Practice Leader
    Acrisure
  • Garet Marr
    Regional Managing Director
    Franklin Street
  • Greg Tober
    Executive Vice President
    Acrisure
  • Gregory W. Havemeier
    Client Advisor Partner
    Acrisure
  • Hiroki Baba
    Vice President and Japanese Practice Leader
    The J. Morey Company
  • Hunter Cox
    Executive Vice President
    FBBInsurance
  • James Singleton
    Assistant Vice President
    The Glatfelter Agency
  • Jason Hollis
    Executive Vice President
    FBBInsurance
  • Jason Young
    Senior Vice President
    FBBInsurance
  • Jeff Mentel
    Principal
    AssuredPartners
  • Jeffrey Sanders
    Client Advisor and Partner
    Acrisure
  • Jim Untiedt
    Construction Practice Leader
    Acrisure
  • Joe Thompson
    Client Advisor/Partner
    Acrisure
  • John Baldwin
    Construction Insurance and Bond Consultant
    FBBInsurance
  • John Sirabella Jr.
    Senior Vice President, Client Advisor, New York Region
    Acrisure
  • John Henry Ward
    Agency President
    AssuredPartners
  • Justin Failoni
    Senior Vice President
    Acrisure
  • Karl Henley
    Executive Vice President
    SeibertKeck Insurance Partners
  • Kenneth Christian
    Vice President/Producer
    Fisher Brown Bottrell Insurance
  • Kevin Turner
    Vice President
    Acrisure
  • Kirk Aguilera
    Managing Partner, National Workers’ Compensation Practice Leader
    The Liberty Company Insurance Brokers
  • Kyle Schielack
    Managing Director
    Higginbotham
  • Marcus Eagan
    Vice President
    Eagan Insurance
  • Matt Armstrong
    Senior Vice President
    FBBInsurance
  • Matt Bevins
    Agency President
    AssuredPartners
  • Michael Malinowski
    President and CEO
    EHD
  • Mitch Noguchi
    President
    Noguchi & Associates
  • Nick Wichmanowski
    Client Advisor and Partner
    Acrisure
  • Nick Rallo
    Principal
    AssuredPartners
  • Paul Praxmarer
    Executive Vice President
    AssuredPartners
  • Paul Zizzo
    SE Transportation Practice Leader
    Acrisure
  • Phillip Masi
    Agency President
    AssuredPartners
  • Rob Foote
    Risk Advisor
    Acrisure
  • Robert McLendon
    Executive Vice President
    FBBInsurance
  • Ruben Medina
    Commercial Producer
    Acrisure
  • Ryan Moses
    Managing Partner
    Acrisure
  • Ryan Schmidt
    Area President and Partner
    Acrisure
  • Sam Sackler
    Senior Vice President
    FBBInsurance
  • Sean King
    Agent
    Acrisure
  • Steven Payne
    Agency Managing Partner
    Insurance Placement Alternatives
  • Timothy Spear
    Client Advisor, Partner
    Acrisure
  • Tony Bozzuto
    Partner
    Bozzuto Insurance Services
  • Trevor Gilstrap
    Senior Vice President
    AssuredPartners
  • Walter Kiyota
    Producer
    Noguchi & Associates
  • Will Denbo
    President
    Commercial Insurance Associates
  • Zachary Fanberg
    Managing Director
    Eagan Insurance

PLATINUM PRODUCERS

  • Brian Schneider
    Managing Director
    Higginbotham
  • Chase Carlisle
    Energy Practice Leader
    Acrisure
  • Edward Nagel
    Energy Practice Leader
    Acrisure
  • Gregory W. Havemeier
    Client Advisor Partner
    Acrisure
  • Joe Thompson
    Client Advisor/Partner
    Acrisure
  • Justin Failoni
    Senior Vice President
    Acrisure
  • Michael Malinowski
    President and CEO
    EHD
  • Paul Praxmarer
    Executive Vice President
    AssuredPartners
  • Phillip Masi
    Agency President
    AssuredPartners
  • Rob Foote
    Risk Advisor
    Acrisure
  • Will Denbo
    President
    Commercial Insurance Associates

Methodology

Now in its 10th year, Insurance Business America’s Top Retail Brokers (previously Top Producers) list highlights the best-performing retail insurance professionals from around the country. 

Starting in March, IBA invited retail agents and brokers to send in nominations for the 2024 list. To qualify, agents and brokers must have achieved at least $1 million in premium revenue in 2023, with at least 50 percent commercial P&C business, and demonstrated year-over-year growth from 2022. 

Each nominated agent or broker was required to provide specific details about their business. Those whose 2023 premium revenue exceeded the $4 million mark were named Platinum Retail Brokers. 

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