Broker Expo 2026: Early and open conversations needed for brokers and underwriters to win
As the industry starts to lose its face-to-face culture, being open to early and open appetite conversations through different channels will be key to establishing good relationships between brokers and underwriters.
This was a key message from the Winning the placement: what insurers really want to see panel at Insurance Age’s Broker Expo last week.
Nick Milton, head of UK and European distribution at Pen Underwriting, said it has been a natural move away from a face-to-face culture.
“I spend my life on WhatsApp, on Teams, then on the phone, then in a face-to-face environment, then on LinkedIn,” he told the audience.
“There are all these different methods to communicate, and that’s the way it has changed over
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