Monarch E&S president Yiana Stavrakis says the key to making Excess and Surplus (E&S) insurance work in any market is transparency with clients. In a recent interview, she shared insights on how brokers can approach tough conversations and deliver difficult news while maintaining trust.
Stavrakis stressed that honesty helps clients understand the challenges in the market and sets realistic expectations. She also discussed the growing impact of artificial intelligence (AI) in the E&S space. According to her, AI will play a bigger role in the future, helping carriers and brokers work more efficiently and improve underwriting and distribution.
The E&S market has been shifting due to changing conditions. Stavrakis highlighted how agents can succeed whether the market is hard or soft by focusing on clear communication and adaptability. She encouraged brokers to embrace transparency as a foundation for strong client relationships.
This approach not only builds trust but also helps clients see the value of E&S insurance in a changing world. As AI continues to reshape the industry, brokers who prioritize openness and leverage new technology will likely have an advantage.
Overall, Stavrakis’s message is clear: being upfront with clients, even when the news is tough, is the best way to thrive in E&S insurance today and in the years ahead.