Camaraderie and friendship drives success for DBL Center’s brokers and carriers

With countless DBL brokers in the New York tri-state area and several carriers for statutory benefits, there is tremendous competition for accounts. But that doesn’t stop top insurance reps on both the broker and carrier sides from becoming friends. Part 2 of DBL Center’s first-ever Rep Roundtable focuses on the spirit of friendly competition that drives the industry and sustains friendships.

We share some excerpts below, but you’ll have to watch the whole video to get all the goodies from ShelterPoint’s Director of Business Development Simon Klarides, Senior Sales Representative at Principal Financial Group Louis Ortiz, and DBL Center’s Michael Cohen.

4th Quarter Camaraderie

After talking about how the three insurance professionals met, the Rep Roundtable conversation shifted to the camaraderie and mutual respect that permeates the industry.

“We want to win all day long. But there’s enough meat on the bone where we can all eat,” Ortiz says. “It’s just a matter of being respectful and courteous to each other.”

Klarides adds, “At the end of the day, you don’t do anything to hurt each other. You do everything to support each other. You compete, but you don’t go over the line.”

This spirit of friendly competition is particularly evident at the DBL Center’s annual holiday party, now going on year three at The Founder’s Room VIP section of the famed Paramount in Huntington. Not only is it a great place for the DBL Center family to catch up with the people they haven’t seen in like an hour, Cohen says, but it’s the place for people who compete throughout the rest of the year to eat, drink, and be merry.

“Even though my brokers and carriers are all competing, they’re all friendly and work well with one another,” Cohen says.  

Changes in the Insurance Industry

The relationship-building that is so strong in the tri-state area insurance market hasn’t changed in the 45+ years since DBL Center was founded.  But virtually everything else about the industry has evolved dramatically.

“Like my father told me before he passed away, more has changed in 15 years than in my first 30 in the business,” Cohen says.

Listing just some of the changes, including Zurich exiting the market, the introduction of Paid Family Leave, and, most recently, AmTrust Wesco exiting the DBL market, Cohen points out that DBL Center is well-positioned to face the future of insurance in New York, New Jersey and Massachusetts, where Paid Family Medical Leave was recently introduced.

Note: Make sure to read last week’s post to learn more about AmTrust Wesco leaving the DBL market and watch Part 1 of our Rep Roundtable.

Nickels and Dimes Make Dollars

This fall, as DBL Center is prepared to shift statutory DBL policies with PFL riders from AmTrust Wesco to ShelterPoint, Cohen and Klarides agree that DBL Center’s state-of-the-art technology has made all the difference. It will be a smooth transition for brokers to write their DBL policies with ShelterPoint, and they will also gain the benefit of the DBL Center’s free Broker Dashboard.

While DBL Center introduced the Broker Dashboard technology less than a year ago, it was decades in the making. The Broker Dashboard exists as the culmination of Founder David Cohen’s emphasis on doing the math, tracking the numbers, and showing brokers exactly what they can expect from each deal. Cohen often espoused, “Nickels, dimes, and quarters make dollars.”

The Broker Dashboard brings David’s philosophy to life on the screen for brokers. But years before there was a Broker Dashboard, there was David Cohen with his calculator, pad, pen, and general ledger.

“Dave always had a calculator and a pad and a pen at every meeting,” Klarides recalls. “You knew you were having a good discussion with Dave when he started working the keys.”

“We talk about data,” Klarides continues. “That’s what you’re doing, Mike, with your Broker Dashboard. You’re telling brokers what they have, and where they want to get. There are a lot of brokers who do not line-item the DBL cases. Now you’re aggregating that data for them. And when they realize what they have, they realize it’s a pretty nice block.”

Share the Laughs and Lessons Here

Find out more about the camaraderie, technology, and people that make DBL Center a top insurance wholesaler in the New York Tri-state area for more than 45 years in Part 2 of our Rep Roundtable here.


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