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Dominate, specialize, and scale
In an evolving and increasingly complex insurance environment, the role of the retail insurance broker has become significantly more demanding – and more valuable. Gone are the days when success was measured solely by policy placement.
Insurance Business America’s 5-Star Retail Brokers 2025 recorded a collective 39 percent average growth in commission revenue (over the past 12 months), with all those on the prestigious list generating at least $1 million in premium revenue in 2024, with a minimum of 50 percent coming from commercial P&C business.
These top-performing brokers bring a multifaceted skill set that blends market expertise, technical acumen, and long-term strategic thinking. Their value lies not just in placing coverage, but in optimizing risk transfer strategies, navigating turbulent markets, and acting as trusted partners.
Retail brokers are grappling with carriers pulling back on appetite across several lines, tightening terms, and increasing scrutiny on loss histories. According to Swiss Re’s April 2025 US P&C Outlook, premiums are forecast to rise by five percent in 2025 and four percent in 2026, driven by sustained loss cost inflation and heightened insured values. While return on equity is projected to hold at 10 percent, brokers must continue to manage client expectations amid market hardening, particularly in casualty lines where more meaningful rate firming is likely.
One way IBA’s 5-Star Retail Brokers differentiated themselves was through sector specialization. Whether focused on construction, real estate, logistics, or healthcare, they bring industry-specific insights that allow them to navigate nuanced underwriting criteria and secure tailored, sustainable insurance solutions. This depth of knowledge not only supports effective placement but strengthens broker-carrier relationships and fosters trust in complex renewal negotiations.
Market access, negotiation power,
and execution
The best retail brokers maintain broad and trusted access to both domestic and international carrier markets. Their reputations are built on transparency, performance, and continuity, allowing them to command attention even in high-demand segments. These relationships are critical to structuring bespoke programs that not only meet coverage needs, but also account for evolving risks, compliance requirements, and business-specific sensitivities.
In execution, these brokers are strategic negotiators capable of structuring sophisticated placements that optimize pricing and coverage through techniques such as quota sharing, blended programs, and risk layering. They are also educators who ensure that clients understand complex policy language, limitations, and triggers, and are equipped to make informed, risk-aligned decisions.
The best retail brokers are advisors, negotiators, and problem-solvers who drive outcomes and deliver long-term value in a marketplace where precision, trust, and foresight are in higher demand than ever.
Data analysis of top retail brokers
A comparison of the performance of IBA’s winners in 2025 and previous years, in relation to revenue, client growth, and policies written, delivered interesting results.
Further insight and data comparison of the profiles and demographics of 2025’s winners and previous years’ revealed the following.
Meet IBA’s Top Retail Brokers 2025
Growth through market expertise, precision,
and visibility
In one of the most disrupted insurance environments in the US – the coastal property market – Brian Payne has established himself as a top-performing retail broker by turning volatility into opportunity. Through a combination of market specialization, branding strategy, and operational efficiency, the CEO has not only grown his business, which he joined as an intern in 2003, but created a proprietary service model enabling scalability and long-term client retention.
Navigating a volatile market
Based in South Carolina, a region with heightened coastal exposure, Payne operates at the center of one of the most dynamic markets. Carrier capacity constraints, rising property values, and frequent non-renewals have created an environment in constant flux.
“There’s been significant disruption,” he says, “with traditional carriers pulling out or tightening appetite. That creates opportunities for brokers who know how to navigate the landscape.”
And that’s exactly what Payne does. Leveraging his extensive network of regional carriers, E&S markets, and Lloyd’s partners, he ensures that even the most complex property risks find viable, competitive placement. With deep relationships across underwriting teams, Payne brings solutions where others see roadblocks.
“Access to markets and the ability to place profitable business is everything,” he says. “We bring carriers opportunities they want to write – and that makes all the difference.”
Driving demand
A key element of Payne’s success lies in his sophisticated marketing strategy. By using a layered approach that combines social media, billboards, radio, and television, he builds brand familiarity with prospective clients through repetition and visibility.
“We’re not just promoting a product – we’re reinforcing a name,” he says. “Even when a customer isn’t actively shopping, that brand recognition drives curiosity and eventually conversion.”
What differentiates Payne’s approach is his understanding of top-of-mind awareness in a fragmented market. While large national carriers flood media channels, Payne has tailored that principle for regional effectiveness.
“We may not be GEICO or State Farm, but it’s the same principle of building the brand,” he says
“Having the knowledge and understanding of what’s going on in the market gives us a platform to continue to grow”
Brian PayneField Insurance Agency
Operational excellence
Behind the scenes, Payne has built a highly organized agency model with clearly defined roles and responsibilities, a structure he designed specifically to meet the demands of a high-volume, fast-paced market.
“We developed in-house systems to handle everything from underwriting and document processing to payment coordination and mortgagee changes,” Payne explains. “Every task is assigned to a specialist, which allows us to work more efficiently and provide better turnaround times.”
That structure is supported by long-tenured staff, with many team members celebrating five, 10, or even 15 years. This continuity enhances client experience and supports the agency’s growth without compromising service quality.
“It’s not just about size,” he says. “It’s about having the right people in the right roles – and we’ve built that from the ground up.”
Payne also credits technology as a growth accelerator. With integrated platforms for quoting, underwriting, and data retrieval, his team can generate competitive proposals in hours – not days.
“We can bind policies any day of the year, even on holidays,” he says. “Geo-coded rating, access to instant property data, and digital applications have completely changed the game. What used to take a week now takes a day.”
By combining these tools with a keen understanding of carrier rating models, Payne positions each submission for optimal success. “We’re strategic with underwriting placements,” he says. “We know what carriers are looking for, and we match properties accordingly, cutting out delays and increasing bind rates.”
Positioned for continued expansion
As the market begins to soften slightly and reinsurance appetite returns, Payne sees more opportunities on the horizon. New entrants are producing competitive products, and consumers are more focused than ever on properly insuring their largest assets.
“For most folks, one of their largest assets is either their commercial or residential property, and there’s now more attention and focus about their coverages,” he says. “And when that happens, the broker who’s already built trust and visibility wins.”
With the foundations he has created, Payne is well-positioned to continue his upward trajectory – delivering value to clients, profitability to carriers, and long-term growth.
Delivering through precision, hustle, and insight
With nearly 17 years in the industry, Termechi has built a career defined by hands-on diligence, strategic thinking, and an unwavering focus on results.
Based in California and specializing in the highly technical transportation and construction sectors, Termechi has emerged as a 5-Star Retail Broker 2025 by mastering the nuances of market shifts, client operations, and underwriting complexity, especially in some of the most challenging segments of the US insurance landscape.
Growth driven by effort and execution
Termechi attributes his recent year-over-year growth to one central factor: personal drive. While past years leaned more on team collaboration, this past year marked a turning point as he took full ownership of his marketing and outreach strategies.
“I basically busted my ass,” he says candidly. “I knew I needed to push harder, and I did. That meant getting out there, making cold calls, actively going after new accounts, and being visible in the market.”
That hustle translated into significant growth – fueled in part by a surge in referrals and new client acquisition.
This approach is especially critical in the current environment, where brokers must work proactively to capture opportunities in a tightening market. Termechi embraces this challenge, particularly in the commercial auto and transportation space, where rate increases and limited carrier appetite have created both volatility and opportunity.
He says, “With auto rates rising and coverage options narrowing, I saw a chance to step in and be a solution provider when clients were feeling the pressure.”
Deep understanding of complex risks
Termechi’s success is rooted in a fundamental principle: understand your client’s business thoroughly before offering coverage. Nowhere is this more important than in the construction sector, where many of his clients are trade contractors. These are not paper contractors but companies doing drywall, painting, framing, and out in the field, exposed to real risk.
“These businesses face tight margins and can’t afford gaps in coverage. That’s why we take a deep dive into every operation, making sure there are no exclusions.”
A key differentiator for Termechi is his policy literacy. “Too many agents don’t read the forms,” he says. “Clients may think they’re saving money, but I’ve seen in cases where the work that they’re doing is specifically excluded, so they’re literally paying for nothing.”
By thoroughly vetting policies, educating clients about exclusions, and tailoring solutions to their operational realities, Termechi mitigates that risk and builds long-term trust.
“I want to under promise and over deliver”
David Termechi
Team collaboration and strategic delegation
While Termechi is a self-starter, he’s quick to credit the support system around him. He leverages a full-service team at his agency – claims support, certificate processing, renewal prep – so he can stay focused on what he does best: building client relationships and closing business.
“Delegation is crucial. You have to know what you’re best at and focus there. For me, it’s being the face of the business, solving client problems, and driving growth.”
This use of resources not only maximizes efficiency but enables him to scale without sacrificing service quality.
A reputation built on experience
Clients want to work with someone who understands their world and delivers results. Termechi’s reputation is grounded in both.
“Experience matters,” he says. “But more than that, clients want to see that you can execute.” This results-oriented mindset has not only helped him retain clients but grow his book of business year after year. “I get the most satisfaction when clients are happy, when they know they are properly covered, and when they feel like they’re in good hands. That’s when I know the work I’ve put in is worth it.”
- Adam Gabler
Construction Leader
Newfront - Bo Allen
Senior VP Business Insurance
Marsh McLennan Agency - Brian Johnson
Senior Executive Vice President
Fisher Brown Bottrell, a Marsh McLennan Agency - Bryce Bacic
Sales Executive, Commercial Lines
AssuredPartners - Chase Carlisle
Energy Practice Leader/Client Advisor
Acrisure - David Delorenzo
Owner/Agent
Bar and Restaurant Insurance - David Garcia
President
Rancho Mesa - David Jacobson
Partner
Acrisure - Eric Harden
Vice President, Commercial Lines
Insuramax - Fernando Silva
Producer
Lockton - Fred Zutel
President of Property and Casualty
Lockton - Gabe Erle
President, Co-Founder
C3 Risk & Insurance Services - Grant Mehlich
Founder
GCM Insurance & Risk Management Advisors - Gregory Havemeier
Client Advisor and Partner
Acrisure - Hunter Cox
Senior Vice President
Marsh McLennan Agency - Jack Carra
Executive Vice President
AssuredPartners - Jamie Reid
Chairman
Gamie LLC dba C3 Risk & Insurance Services - Jeffrey R. Sanders
Partner and Client Advisor
Acrisure - Jeff Williams
President
AWA Insurance - Jerry Becerra
President
Heffernan Barbary Insurance Services - Justin Failoni
Senior Vice President
Acrisure - Kyle Schielack
Managing Director
Higginbotham - Marcus Eagan
Managing Director
Higginbotham - Matt Hoskinson
SVP Sales, Commercial Lines
AssuredPartners - Nick Brewe
SVP Sales, Personal Lines
AssuredPartners - Rich Hallet
Partner
C3 Risk & Insurance Services - Robert Foote
Risk Advisor
Acrisure - Ryan Von Haden
Partner/Vice President
TRICOR Insurance - Shantelle Cabir
Senior Vice President/Business Insurance Broker
Newfront - Stephen Leist
Senior Vice President/Producer
AssuredPartners - Tim Powers
Vice President
MGI Risk Advisors - Tim Spear
Client Advisor, Partner
Acrisure - Wess Peterson
President
Triumph Insurance Group - Zachary Fanberg
Managing Director
Higginbotham
Platinum Retail Brokers
- Brian Johnson
Senior Executive Vice President
Fisher Brown Bottrell, a Marsh McLennan Agency - Chase Carlisle
Energy Practice Leader/Client Advisor
Acrisure - David Garcia
President
Rancho Mesa - David Jacobson
Partner
Acrisure - Fred Zutel
President of Property and Casualty
Lockton - Gregory Havemeier
Client Advisor and Partner
Acrisure - Jack Carra
Executive Vice President
AssuredPartners - Jeff Williams
President
AWA Insurance - Justin Failoni
Senior Vice President
Acrisure - Marcus Eagan
Managing Director
Higginbotham - Robert Foote
Risk Advisor
Acrisure
Now in its 11th year, Insurance Business America’s Top Retail Brokers list (formerly known as Top Producers) celebrates the highest-performing retail insurance professionals across the country.
In February, IBA opened nominations for the 2025 list, inviting retail agents and brokers to apply. To be eligible, nominees needed to generate at least $1 million in premium revenue in 2024, with a minimum of 50 percent coming from commercial P&C business, and show year-over-year growth from 2023.
Nominees were asked to submit detailed business metrics as part of the evaluation process. Those who reported over $4 million in premium revenue for 2024 earned the prestigious title of Platinum Retail Broker.
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