You know how it is at those big industry conferences. The air is buzzing, coffee is flowing, and you’re trying to soak up as much as you can from the best in the business. The recent Target Markets Annual Summit out in Scottsdale was exactly like that—packed with about 2,000 MGAs, program administrators, and carrier folks, all talking shop.
Amidst all that energy, I got the chance to sit down and have a real conversation with Abbie Taylor, the Executive Vice President and Chief Operating Officer at Fortegra. When you get a chance to talk to someone in her position, you want to cut through the corporate speak and get to the good stuff. What’s really driving their decisions? What are they seeing out there in the market?
We talked all about Fortegra's game plan for working with MGAs, and honestly, it was a breath of fresh air. So, I wanted to share some of the key takeaways from our chat. Think of this as the cliff notes version of what one of the industry's key players is thinking right now.
It’s Not Just a Transaction, It’s a True Partnership
Right off the bat, one thing became crystal clear: Fortegra isn't just looking to write checks and collect premiums. They’re hunting for genuine partners.
Abbie talked a lot about the importance of a deep, aligned relationship. It’s a word we hear all the time—"partnership"—but she gave it real meaning. For them, it’s about finding MGAs who are true experts in their niche. They’re not looking for generalists who are trying to be everything to everyone. They want the MGA that lives and breathes a specific, maybe even quirky, corner of the market.
Think of it like this: If you needed heart surgery, you wouldn’t go to your family doctor. You’d go to the best heart surgeon you could find. Fortegra applies that same logic. They want the "specialist" MGA who knows their industry inside and out, understands the risks better than anyone, and has a proven track record of underwriting profitability.
So, what does that look like in practice? It means they’re willing to put in the time to really understand an MGA’s business from the ground up. It’s a two-way street of trust and transparency.
Stability in a Shaky Market is the Name of the Game
Let's be honest, the market has been a rollercoaster lately. Capacity shrinks, rates go wild, and MGAs can feel like they’re on shaky ground with their carrier partners.
This is where Fortegra is really trying to stand out. Abbie emphasized their focus on being a stable, long-term partner. They’re not the kind of carrier that jumps into a market when it’s hot and bails the second it gets a little tough. Their goal is to build programs that are meant to last for the long haul.
How do they do that?
- Discipline: They’re disciplined in their underwriting. They don't chase flashy, high-risk trends that might look good for a quarter but are unsustainable.
- Diversification: Their business is incredibly diverse, which gives them a ton of stability. They aren't over-exposed in one single area, so a storm in one part of the market (like Florida property, for example) doesn't sink the whole ship.
- A-Rated Paper: They bring that all-important "A-" (Excellent) rating from A.M. Best to the table, which is a huge confidence booster for everyone involved, from the MGA to the end customer.
For an MGA, this kind of stability is everything. It means you can build your business with confidence, knowing your carrier partner isn't going to pull the rug out from under you.
What Does Fortegra’s “Ideal” MGA Look Like?
I was really curious about what specifically makes them lean in and say, "Yes, we want to work with them." It’s not just about the numbers on a spreadsheet.
Abbie laid out a few key ingredients they look for in a potential MGA partner:
1. Deep Niche Expertise
We touched on this already, but it's worth repeating. They love an MGA that is the absolute authority in their space. Whether it's insurance for private security firms or coverage for craft breweries, they want the team that knows the risks, the lingo, and the people.
2. A Solid Track Record
This isn’t about having decades of history, necessarily. It’s about being able to show a clear history of profitable underwriting. They want to see that you know how to price risk correctly and manage a book of business responsibly.
3. Skin in the Game
This was a fascinating point. Fortegra looks for partners who are aligned with them financially. When an MGA has some of their own capital at risk, it shows they have a vested interest in the long-term profitability of the program. It’s a powerful signal that you’re both pulling in the same direction.
4. Cultural Fit
You can’t underestimate the importance of just getting along. Fortegra wants to work with people who are collaborative, transparent, and easy to do business with. If the culture clash is too great, even the best-looking program is destined for trouble.
The Road Ahead is All About Smart Growth
So, what’s next? Fortegra isn't slowing down. They see a ton of opportunity out there, especially with MGAs who bring that specialized expertise to the table. They’re actively looking for new partners and new programs, but they’re going to be smart about it.
It’s not growth for the sake of growth. It’s about finding the right fits—those relationships where they can build something sustainable and profitable for years to come.
Walking away from that conversation, the message was loud and clear. In a world that often feels transactional, Fortegra is betting on relationships. They’re betting on expertise. And for the right MGAs, that sounds like a pretty great partner to have in your corner.
