David Schawe Jr., Area Executive Vice President, Gallagher
Making a repeat appearance on IBA’s Top Producers list, David Schawe’s strategy has been simple, but not necessarily easy: do the work. “Beyond hard work there was ‘no secret recipe’ to my success … The hardest part is doing it every single day … Do the basic blocking and tackling of taking care of your clients’ needs, and if they’re really happy with their broker, they will let their peers know,” he says. Also, by emphasizing problem solving and technology for clients/prospects; understanding how to make the jobs of client risk management teams easier; and delivering ideas, not just premiums and programs, have been key tactics for Schawe when servicing his clients. “Taking the extra time to learn about their business and figure out what they really need, not just what they say they need. Pay attention, and listen more than you talk.”
In 2018, Schawe embraced Gallagher’s CORE360 approach, which he credits as being a differentiator in his business last year. “While it sounds gimmicky, it’s really a great way to frame the conversation about a client’s risk, by looking at six buckets. Most brokers stop after the first two – insurance premiums and program structure – but we also assess coverage gaps, uninsured and uninsurable losses, loss prevention and claims and contractual liability,” Schawe shares.