Stop Loss Sales Under Pressure | Ed Wadhams, Tom Costello, Pete Laio

Stop Loss Sales Under Pressure | Ed Wadhams, Tom Costello, Pete Laio

The dynamics between selling stop loss policies and underwriting stop loss policies have always created a strange dichotomy in the stop loss industry.  But the latest NAIC data show loss ratios in stop loss climbing to an astounding 91%.  And, in an environment where both of the severity and frequency of claims are on the rise, this added pressure is being felt by everyone.  So in this episode, we’re speaking with sales leaders from throughout the industry about the implications of these loss ratios, how sales strategies are evolving to meet the new market realities, and the impact of continued broker consolidation.  Joining us are Tom Costello from Symetra, Ed Wadhams from QBE, and Pete Laio from BCS.  Together, we’ll discuss trends in self-funding, captive programs, and the move away from fully insured models, as well as new approaches to balancing profitability and growth in a high-loss environment.  And all our guests will make sure to share their predictions for how these dynamics will impact us in the year ahead. 🖥️ Play on BCS website – https://bcsf.com/firmandfinalpodcast/  🎧 Listen on Spotify – https://spoti.fi/3U7rYuq  🍎 Listen on Apple Podcasts – https://apple.co/3Kvdlhg  ☑️ Sign up to subscribe – https://bcsf.com/firmandfinalpodcast/  🦸 Recommend a Legend – legends@bcsf.com

Stop Loss and Supplemental Benefits | Drew Neslin & Liz Midtlien

While the world of stop loss often focuses on mitigating catastrophic employer risk, supplemental health products are designed to protect the working families at the heart of those plans. In this episode of Firm & Final, we explore these "two sides of the same coin," examining how these two distinct product lines manage different layers of risk in an increasingly expensive healthcare landscape. We’re joined by two of our BCS Financial colleagues: Liz Midtlien, Head of Large Claims Solutions; and Drew Neslin, Head of Supplemental Health Solutions.  Together, we break down the similarities and differences between these markets and how they can work in tandem to support both employers and employees. Tapping into the depth of their individual experiences, Liz and Drew define some of the features that make supplemental insurance unique, explore the contrasting market challenges that the two industries face, and chart the potential for "claims integration," where medical data is used to automatically trigger supplemental benefit payments.  Finally, our guests offer their predictions for the coming year, from industry consolidation and market exits to the "doubling down" on technology and transparency to better serve the needs of the modern workforce. 🖥️ Play on BCS website – https://bcsf.com/firmandfinalpodcast/  🎧 Listen on Spotify – https://spoti.fi/3U7rYuq  🍎 Listen on Apple Podcasts – https://apple.co/3Kvdlhg  ☑️ Sign up to subscribe – https://bcsf.com/firmandfinalpodcast/  🦸 Recommend a Legend – legends@bcsf.com

Capital Markets Vs. Insurance Markets | Theresa Galizia, Tara Krauss, Alexis Neu

It feels like there's a growing disconnect between established players in the stop loss industry and the new entrants who crop up annually.  Long-term industry experts point to warning signs that the market may be hardening.  Yet every year, new players enter the market, attracted by the undeniable year-over-year growth.  So what are they seeing on both sides of this equation that creates this disconnect between the insurance markets and the capital markets? And where are we all going to end up?  In this episode, we bring in three pros to sort it all out: Theresa Galizia from Berkley Accident and Health, Tara Krauss from QBE North America, and Alexis Neu from Guy Carpenter. Additionally, they'll discuss why it's so rare to see an all-female panel in our industry, and what can be done about that.  And then, why one panelist predicts the stop loss industry will eclipse $50 billion next year! 🖥️ Play on BCS website – https://bcsf.com/firmandfinalpodcast/  🎧 Listen on Spotify – https://spoti.fi/3U7rYuq  🍎 Listen on Apple Podcasts – https://apple.co/3Kvdlhg  ☑️ Sign up to subscribe – https://bcsf.com/firmandfinalpodcast/  🦸 Recommend a Legend – legends@bcsf.com

How Big Consulting Firms Influence Stop Loss & Reinsurance | Laurie Horan LeBlanc, Andrew Peel, Carol Adams

You can't fully understand the stop loss and reinsurance industry without considering the impact that its myriad consultants have on both insurers and underwriters.  These consultants bring decades of experience to bear on behalf of their clients, and offer up a unique perspective on what's happening behind the scenes in our business.  So in this episode of Firm & Final, we'll introduce you to three of the industry's foremost experts from the consulting side—Laurie Horan LeBlanc from Marsh McLennan, Andrew Peel from Mercer, and Carol Adams from Guy Carpenter.  We'll discuss the current market dynamics, the challenges faced by stop loss carriers, and the appeal of the market to new entrants. As consultants in the industry, Laurie, Andrew and Carol will also share how they evaluate new providers and make recommendations to their clients, claims management issues, and the growing role of captives in the market.  Finally, each participant in the conversation will offer advice for clients as they prepare for the 2026 renewals season. 🖥️ Play on BCS website – https://bcsf.com/firmandfinalpodcast/  🎧 Listen on Spotify – https://spoti.fi/3U7rYuq  🍎 Listen on Apple Podcasts – https://apple.co/3Kvdlhg  ☑️ Sign up to subscribe – https://bcsf.com/firmandfinalpodcast/  🦸 Recommend a Legend – legends@bcsf.com

Meeting the Needs of the Reinsurance Market | Bob Black, Raj Gulati, Tanya Arrowsmith

It’s summer time—normally the calm before the storm for the stop loss and reinsurance industries.  But many experts will tell you the industry feels more “unsettled” than usual.  It’s a time of churn, as some carriers exit but other new players enter. Some stop loss carriers are struggling to find margin, while some brokers feel like they’re in a strong position.  So in this episode, we want to chart a path for meeting the needs of the stop loss and reinsurance industries amid this market uncertainty. We’re talking to three experts from the front lines: Tanya Arrowsmith from Crum & Forster, Bob Black from Aon Benfield, and Raj Gulati from Risk Strategies Company.    They’ll explore the dynamics of capacity and profitability, the impact of market cycles, the influx of new entrants, and the ongoing trends of consolidation within the industry. 🖥️ Play on BCS website – https://bcsf.com/firmandfinalpodcast/  🎧 Listen on Spotify – https://spoti.fi/3U7rYuq  🍎 Listen on Apple Podcasts – https://apple.co/3Kvdlhg  ☑️ Sign up to subscribe – https://bcsf.com/firmandfinalpodcast/  🦸 Recommend a Legend – legends@bcsf.com