Insurers must realise brokers lead the way in innovation and service

For many years, insurers had a patronising and combative attitude towards brokers. The latter were more likely to be treated as enemies than customers and the whole tone was one of an adult/child relationship. The view was that 'we as insurers run big successful businesses and we know better than you, Mr Broker.'

Brokers were to blame for depressing rates, soft market cycles, poor underwriting returns and high distribution costs and were in fact a necessary evil and not really to be trusted