In a Crowded Market, Leavitt Group Sees KPA As a Key Differentiator

Client Profile  

Since its inception, the Utah-based insurance brokerage has bucked industry trends by prioritizing client relationships over top-down sales numbers. Now, with approximately $280mm in revenue and over 150 locations in 23 states, the firm is the 12th largest privately-held property and casualty brokerage in the nation. 

The secret to that success lies in the firm’s unique approach to agent development and support. Leavitt Group brokers differ from their competitors not in the P&C insurance they sell, but in the value-added services they provide. As Chief Development Officer Greg Suman explains, the goal is to empower agents with a perspective and platform that encourage organic growth. 

“We get involved in developing insurance producers all the way from recruiting to mentoring, to helping them validate their compensation, build a book of business, and become successful,” said Suman. “We teach all of our producers to be consultative versus commodity sales peddlers. We want them to be true consultants.” 

Challenge  

Serious competition and limited means to stand out 

Suman recognizes that businesses and agencies tend to view P&C insurance as a commodity. To help agents stand out, Leavitt Group invests in training and recognition for brokers, as well as various risk management tools they can use to deepen their client relationships. 

“As soon as a broker is hired and they get licensed, we have a 100-day plan,” said Suman. “They get exposure throughout the first two to three months with the organization. They go in, look at our modules, and learn about the resources and tools that we have. We want to make sure producers are exposed to our tools, know how to sell them, and can apply them successfully.” 

After analyzing many of the resources available to insurance companies, Suman discovered that most options fall short. 

“We want our tool set to be the go-to for an employer on all their risk management needs,” Suman said. “That includes human resources issues as well.” 

Solution  

KPA brings the value “under one umbrella” with comprehensive software, training, and support 

Suman was looking for a single risk management platform his agents could use to reliably improve clients’ efficiencies and workplace safety outcomes. In KPA’s white-label solutions, he found precisely the tool set Leavitt Group’s brokers and clients needed. 

“KPA gives us the ability to be the go-to, one-stop resource for an employer on all their risk management needs and HR concerns.” 

First among Leavitt Group’s powerful tools is KPA’s Risk Management Center. The product allows Leavitt Group clients to proactively manage risk in order to mitigate claims, losses, and associated costs. 

“When you’re meeting with a customer, your chances of finding a pain point and having a solution for it through the Risk Management Center are very high,” he said. “It’s a huge value-add and a differentiator.” 

KPA’s Personal Account Manager enhances those benefits. 

“If an HR director says, ‘I’m lost—I need to know what are the laws in my state,’ or ‘I have this problem employee—what should I do here?’ or ‘we’ve got an issue on benefits,’ there’s a hotline they can call and get quick responses and coaching,” he said. 

“With KPA, you can pull any resources you want from the library, set up a training, and send it out through email to all of those locations, then monitor who has taken it and who has not.” 

“And then, when OSHA comes in and wants to confirm whether training took place, it’s all documented, and all digital. You don’t have to search for paperwork,” Suman added. 

Result  

A partnership brokers and clients can count on 

“KPA has been a game-changer for our organization. They’ve been very responsive and helpful. To me, it’s a true partnership.” 

Like all long-term partnerships, Leavitt Group and KPA’s business relationship is more than a one-time transaction.  

“KPA, to me, represents quality,” he said. “It represents customer service. It represents an organization that cares about their partners, that cares about employers—about improving the work environment, safety, all the things that matter to the insured.”