Most independent agents are comfortable with the standard insurance market, so why move a large account from it when it seems competitive? As a trusted advisor, your goal is to provide the best long-term solution, not just the easiest one. Clients want the best solution for their needs. In contrast, the standard market may seem like a good fit today; exploring captives could offer your client more control, better alignment with their risk profile, and potential cost savings over time. Understanding both options ensures you’re giving your client the most informed recommendation, keeping you at the forefront of their trust.
Our sole purpose at Captive Coalition is to help independent agents understand captive insurance. We know both sides of the market and what each can offer your best clients.
In this article, we’ll explain if, when, and why moving a large account from the standard market makes sense, what agents should consider before making the switch, and how captives compare financially to the standard market.
Focusing solely on price may seem logical, but it’s only part of the equation. In the standard insurance market, your client's premiums are driven by the performance of an entire risk pool. If other businesses in that pool have poor loss histories, your client may pay more—even if they have a stellar safety record. They feel they’re paying for others’ mistakes, not just their risks.
With captive insurance, the risk is shared among like-minded businesses with a similar commitment to safety and loss prevention. This setup allows your client to avoid subsidizing the poor performance of others and gives them more say in how their premiums are used. It’s about offering them control and transparency that the standard market cannot match.
One of the biggest misconceptions about captives is that they are too risky or expensive upfront. While the initial costs of captives—such as collateral—may seem daunting, the long-term financial benefits can far outweigh the upfront investment. Here’s why:
Introducing these financial benefits to your client reinforces your role as their advisor, focusing on long-term savings and control.
Use our captive pricing calculator to see the financial benefits captives can offer.
Captives aren’t the answer for every client, but they’re ideal in several situations, such as:
Are you unsure if your client is a good fit for a captive? Use our assessment tool to determine.
Before recommending a captive to your client, consider these basics:
Assessing these basics ensures captives are the right fit and further solidifies your role as the advisor they can trust for sound financial decisions.
Many agents hesitate to introduce captives to their clients because of the potential loss of contingency fees from the standard market or a lack of familiarity with captives. Here’s how to address those concerns:
While captives offer significant advantages for the right businesses, they aren’t always the best solution for every client. It’s essential to recognize when the standard market might be a better choice:
The decision to move a large account from the standard market isn’t just about saving money. It’s about finding the best solution for your client’s unique needs. If your client values control, transparency, and long-term financial stability, it is likely in your client’s best interest. They’ll need to understand both the risks and rewards—and you’ll guide them toward the best choice.
Read our Captive Insurance 101 Guide and explore the financial pros and cons to educate your clients better.
If you have any other questions or want to schedule a consultation, click the button below to speak with one of Captive Coalition’s captive consultants.