Have you ever worried that talking about captives could cost you a client or damage your relationship? Many independent agents avoid captives for fear of losing control over their accounts or being undercut by competitors. But what if you could have more control over your clients, ensure they always stay with you, and confidently offer them a solution that meets their needs?
At Captive Coalition, we work exclusively with independent agents to ensure that you remain at the center of the client relationship. Our five rules are designed to protect your role, strengthen your client relationships, and help you introduce captives without fear of losing business.
In this article, we’ll outline the five rules of the Captive Coalition and show how they protect your position as a trusted advisor and help you offer captives with confidence.
Rule 1: We Work Exclusively with Independent Agents
Captive Coalition’s first rule is simple: we only work with independent agents. Why? Because we believe that independence allows for the best client representation. You’re not beholden to a large national broker. So you can help with your client’s specific needs without a one-size-fits-all approach.
What happens if you sell your agency? Don’t worry—if you sell to a non-independent firm, that firm can continue servicing your accounts. Our main goal is to help you maintain the value of your agency and ensure your clients remain well-served.
Rule 2: No B.O.R. Transfers–With Some Exceptions
Brokers of Record (B.O.R.) transfers are a common concern, but we operate with integrity. You won’t lose your client through sneaky B.O.R. transfer tactics. However, like any good system, there are exceptions. These exceptions include scenarios where an agent loses their license, is involved in fraud, or is found guilty of serious misrepresentation.
Captives work best when there is trust in the relationship, and this rule helps preserve that trust's integrity.
Rule 3: Business Owners Must Be Represented by Independent Agents
One of the biggest concerns for agents is the fear of losing clients to direct captive participation. No business owner can join Captive Coalition without an independent agent representing them.
Even if a client contacts us directly, they won’t get in without agent representation. If they’re not already working with an agent, we’ll introduce them to someone in our network—someone like you. Captive Coalition exists to help you, not sideline you.
Rule 4: We Don’t Compete with Agents
Captive Coalition isn’t here to compete with you; we’re here to support you. If a business approaches us directly, we won’t take over the relationship. Instead, we’ll make sure that the client is introduced to an independent agent from our network.
This ensures that independent agents remain pivotal to the captive's success. We also want you to maintain a trusted relationship with your best clients. We believe that captives are best utilized when there’s strong representation from agents who know their clients well.
Rule 5: It’s Always Your Client
The most important rule in our coalition? It’s always your client, not ours. We’re not here to disrupt your relationship; in fact, we’re here to strengthen it. Captive Coalition offers you the training and support needed to confidently help you and your clients learn about captives.
Ultimately, your client stays yours. We encourage independent agents to take full advantage of our resources to enhance their client relationships and provide value that others can’t. You are the primary gateway to captive insurance for your client.
Why You Need to Understand Captives
Independent agents can’t afford to ignore captives anymore. With client expectations rising and competition from agencies offering captive solutions, understanding captives can be your edge in client retention. The fear that clients might leave for more knowledgeable agencies is very real—but you can prevent it by gaining confidence in presenting captives as a viable option.
Clients today want solutions that fit their specific risks, greater transparency, and more control over their insurance. Captives offer these benefits, making them an ideal solution for businesses with low claims rates and frustration with traditional models.
Final Thoughts
By following these five rules, you can enhance the trust your clients place in you. Captive Coalition is here to help independent agents by providing the tools, knowledge, and resources needed to thrive in the captive space. As an independent agent, your relationship with your clients will grow stronger as you offer them solutions that meet their needs in a changing insurance landscape.
Don’t wait for another agency to offer your top clients something better. Use captives to strengthen your relationships and provide lasting value for your clients.
