In Michigan’s insurance market, early-career producers are navigating a post-pandemic economy where tariffs, delays, and underinsurance risks collide. Every client conversation is a live fire drill in economic volatility.
The 2024 NAHB survey shows that construction costs now account for 64.4% of total home-building expenses, up from 60.8% in 2022, while material prices remain volatile and rebuild timelines stretch longer than ever.
Leah Robinson (pictured), commercial lines producer at My Member Insurance Agency, understands exactly where things go sideways. “Policy limits are going to be a blind spot for young agents,” she said. “Especially if they didn’t go through the material shortages and pricing increases that came along with the COVID pandemic.”
In a more stable market, reviewing insurance schedules annually might suffice. But in this climate, rising rebuild costs and supply delays create coverage and timing problems. “Physical damage, losses to property – they’re going to cost more to repair but will also take longer to complete if the supplies are scarce,” she said.
While newer agents often focus on standard coverage, Robinson urged them to think beyond physical damage. Business income losses, interruption clauses, and extra expense policies are all tied to time limits. “Even with comprehensive endorsements, if it takes an extra six or eight months to get a rebuild done, you might still come up short,” she said.
With a sharp eye for market shifts, a proactive approach to communication, and deep curiosity about her clients’ industries, Robinson represents a new generation of brokers forged in economic turbulence – more responsive, empathetic, and prepared for what’s next.
Against this backdrop, trust and proactive communication are more valuable than ever. Robinson’s advice is clear: “Communicate early and communicate often. If you’re starting to see trends from your insurance company – whether a coverage change or pricing change – give your clients who will be affected a heads-up.”
She emphasized that the best conversations happen before an invoice shows up. “Let them know that you’ve seen this trend start to happen, and you’ll keep them updated as you learn of additional changes.”
Robinson also sees independent broker status as a quiet superpower in client doubt. Brokers can pivot to new carriers if pricing shifts or underwriting changes begin to affect coverage quality.
“If the heads-up for them isn’t enough, if they’re showing signs of worry, then let them know that you’re ready to explore these other options for them and on their behalf,” she said.
But the path isn’t always so clear, especially for agents working with complex industries like logistics and automotive supply chains. Here, knowledge gaps can be exposed quickly. That’s why Robinson pushes continuous learning.
“You can’t ever stop learning, especially when changes are happening so fast in our industry,” she said.
Robinson encouraged brokers to move beyond insurance publications and dive into sector-specific media instead. And even more valuable than a trade article? The client’s voice.
“Just talk to your clients,” she said. “They’re going to be a wealth of knowledge about where the rubber meets the road on all these changes.”
Rather than launching straight into risk reviews, Robinson advised beginning and ending client meetings with strategic but straightforward questions. Ask what changes they’ve noticed in their industries – and what they expect to see next.
“Later, once you are reading your articles or newsletters and you notice a concern that one of your clients talked about, share that with them,” she said. “It may be a new perspective your client’s never seen yet.”
Beyond one-on-one conversations, Robinson recommended that brokers embed themselves in their clients’ worlds. That means joining industry associations, attending events, and staying alert to new developments and legal updates.
“Every industry, whether it’s construction, auto suppliers, logistics, or home builders, has associations,” she said. “Associations are the sweet spot to be a part of.”
Empathy, she added, may be the most underused tool newer brokers have. Agents who entered the profession after 2020 only know the current hard market. That makes it harder to grasp what seasoned business owners are going through fully.
“Don’t lose empathy for the situation,” she said. “This is tough for us as agents, too.”
Premiums are high, markets are tight, and the wins, if they come at all, are rarely flashy. However, value can still be delivered in unexpected ways. Risk management tools, many offered for free by carriers, can help business owners take the first step toward long-term goals they’ve put off.
“They don’t know where to start. They don’t have the time to start,” Robinson said. “Resources like this from the carrier partner would be the little nudge they need to get the ball rolling.”
In a market designed to test every assumption, Robinson sees a silver lining: today’s volatility is molding a generation of advisors who are more observant, responsive, and human.
“You need to acknowledge at least their feelings that this is tough,” she said. “It’s tough for us as agents, too.”
