Firm & Final

Even veterans of the stop loss industry are scratching their heads these days, wondering if this is the hardest market with which we’ve ever had to contend.  With loss ratios peaking at 91% last year and widespread underperformance across all segments, insurers are struggling to keep pace with the accelerating trajectory of high-severity claims. But big premium adjustments risk alienating customer...

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...

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...

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 thi...

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 i...

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 ch...

Gene therapy offers a powerful tool for treating or curing debilitating diseases that have vexed medical science for years. Patients battling conditions like hemophilia B, sickle cell anemia, beta thalassemia, Duchenne muscular dystrophy and other ailments now have new options to consider in their treatment plans. But let's be blunt. Gene therapy is also... at least for now... really, REALLY...

Artificial intelligence has landed in the world of stop loss and reinsurance, and this innovative set of tools has the potential to unlock new insights and data sets.  But how will AI providers filter out the noise and incorporate their models into this established $35 billion industry?  We’re going straight to the source with three key leaders in this space: Jason Oswald from Gradient, Ian Pietz...

We’re back with season 3 of Firm and Final, and it’s a full house!  It’s already been an eventful year in the stoploss and reinsurance industry.  So we have lots to cover with Ben Dewar, SVP of Business Development at SBR; Vince Lewis, chief of sales and marketing officer at UME; and Jonathan Socko, the president of ECU. We’ll put forward some theories about the underperformance we’ve seen in the...

The Firm & Final Season 2 Finale is HERE, with a twist!   We’ve brought back some friendly faces to revisit self-funding topics in our very first group podcast session. Mehb serves as moderator for this wide-ranging discussion with Andrew Trupiano of ATS Underwriting, Dan Davey of Alliant Insurance Services, and James Donnelly of Lockton Re. Listen in to hear about the industry’s opportunities...

Join Mehb and Mike Kroupa, Benefits Advisor for Connor & Gallagher OneSource for the next episode of Firm & Final! Mehb and Mike will talk about finding passion in what you do, the parallels between home remodeling and the insurance industry, and the fear of change that is holding many employers back. Plus, Mike shares his tips for transitioning to self-funding or level-funding arrangement...

This episode features our first actuarial guest of Season 2! Welcome Dave Rowbottom, Founder and CEO of Reinsurance Actuarial Solutions to Firm & Final.   Listen in to hear Mehb and Dave discuss career paths, changes in the reinsurance industry, and an honest discussion about the risks and rewards of starting your own business. Actuaries, reinsurance brokers, and anyone interested in entrepren...

Episode 9’s guest is Laura Morrison, Vice President, National Healthcare Practice, Risk Strategies. Laura shares her career experience, why she decided to get into the insurance business, and the path she’s forging for other women in the industry through women’s networking groups. Mehb and Laura also discuss the risks and opportunities facing the industry, and lots more. Listen in and learn! Don’t...

Mehb chats with Lucy Carter, Senior Vice President – Accident and Health Practice Leader, BMS Group in this next episode. Their discussion covers a wide-range of topics focusing on the international reinsurance market. You’ll hear about the differences between the U.S. and London healthcare experience, and get a detailed sense of what it’s like brokering at Lloyd’s of London – no passport required...

If you listen to stop loss podcasts, you KNOW this next guest! “Self Funded with Spencer” podcast host and SVP, ParetoHealth joins Mehb for episode 7 of Firm & Final. You won’t want to miss this discussion about the power of content, growing your online audience and building your brand, and changes occurring in the insurance industry. Don’t miss your chance to hear from leaders in the Stop Los...

In episode 6, Mehb chats with Erin Duffy, Director of Business Development at Imagine360 about her entrance to the industry, mentor and mentee relationships, and the importance of networking on LinkedIn. Erin, who is Chair of the SIIA Future Leaders Committee, also turns the mic back to Mehb and asks some questions about his goals and impact, too! Don’t miss your chance to hear from leaders in the...

Season 2 of Firm & Final continues with episode 5, featuring Ryan Sachtjen, Co-Founder and CEO of software company ThreeFlow. The conversation kicks off with the largest single stop loss case Ryan ever sold – which happened to be the last case before he left to start ThreeFlow. Listen in to hear about the entrepreneurial side of the stop loss and reinsurance business, and the journey this firs...

In episode 4, Mehb chats with Dale Sagen, VP, Business Development Leader at QBE North America about all things captives in the self-funded/stop loss industry. During the wide-ranging discussion, they talk about the early days of Dale's career, the power of social media and AI, and personal development opportunities (shout-out to mentorship and Toastmasters!). Watch or listen on your preferre...

Season 2 of Firm & Final continues with episode 3 featuring James Donnelly, Senior Broker (Accident, Health and Life) at Lockton Re. James talks with Mehb about college majors, the power of relationships, the art of the deal, and more. Watch or listen on your preferred channel today! Don’t miss your chance to hear from leaders in the Stop Loss and Reinsurance industries. Subscribe today at htt...

Next up on Firm & Final is an energizing discussion with Andrew Trupiano, starting with his beginnings in the family business to his current role as President of ATS Underwriting. Andrew and Mehb chat about growing up in the business, "being a sponge", building your personal brand, and the coming charge of guard in the industry. Watch or listen on your preferred channel today!  Don’t...

Firm & Final Season 2 kicks off with Dan Davey, National Director, Stop Loss at Alliant Insurance Services. Dan chats with Mehb about his career path from intern to industry expert, peppered with advice for newcomers about building relationships and finding your own way in the self-funded industry. Watch or listen on your preferred channel today! Don’t miss your chance to hear from leaders in...

Episode 16 marks the final episode of season 1! Don't miss out on this conversation with Gary Nidds, Executive Vice President, Crum & Forster, as he chats with Mehb about all things stop loss, reinsurance, and self-funding. Gary's story, and the stories shared over the previous 15 episodes, help us understand the career journeys of some of the legends in our industry, providing usefu...

Larry Thompson's career began with "group school" in 1977 and has lasted through a myriad of companies, roles, and even two attempts to leave the industry. He was the youngest EVP in the history of Dun & Bradstreet, worked for all the major carriers (except Cigna), has bought and sold 8 TPAs, and has been heavily involved in industry organizations. Currently CEO at BSI Consultin...

Join Mehb and Richard Fleder, President and CEO of ELMC Risk Solutions, LLC, for episode 14 of Firm & Final!​ Richard, a serial entrepreneur who has been working in the industry since the 1970s, has started and sold a TPA, a broker/dealer, and a conglomerate of MGUs. Hear more about his experiences, including what has stayed the same and what has changed, and what's kept the fire in his b...

Channel your inner entrepreneur for this episode! Mehb chats with Alison Saifer, President and CEO of independent consulting firm Actuarial Management Strategies about the "dynamic, constantly-changing" stop loss and reinsurance industry. With 26 years of experience on both sides of the aisle, Alison compares and contrasts what it means to work on the consulting side of the industry vers...