About this episode

This episode discusses the reasons why brokers lose clients and how to address these issues.

Reinsurance brokers are famous for remembering the small things — the underwriter's dog, the client's restaurant preference at Monte Carlo, whose birthday party they attended last spring. Less famous for: knowing why that market got signed down two renewals ago, or finding the email that explains a call a colleague is now questioning. This episode is about that gap, and why it costs more than the industry admits. WHAT YOU'LL LEARN: Why annual reinsurance cycles mean brokers are always working from memories 12+ months old — and how that memory decays faster than anyone acknowledges What most firms actually track (signings, authorisations, quotes) — and why the gaps between those tiers quietly kill your leverage at renewal How staff movement strips firms of institutional knowledge, and what that means when a competitor tries to poach your client mid-RFP Why charming a counterparty and remembering their portfolio history aren't interchangeable — and why one without the other falls apart What CEO-to-CEO meetings could look like if the full relationship picture were actually accessible, not just a deal snapshot TIMESTAMPS: 00:00 Intro 01:34 Is closing the deal the end of the story…

More episodes of The Reinsurance Podcast

• James Rendell: Why Your Cat Model Is Blind to Secondary Perils | TRP #175 · July 14, 2026 · 26 min
• 2030 Reinsurance Predictions We Might Regret | TRP #174 · July 7, 2026 · 29 min

Explore listener stats, chart rankings, contacts and more on the The Reinsurance Podcast podcast page.