[7 Minute Read]
Brian Mahon, CIC, CRM, CCIC
Founder & CEO of Igloo Insurance LLC
Phone: 717-626-9262
Text: 717-626-7891
Fax: 717-626-3345
bmm@iglooins.com
www.iglooins.com
Book Time With Me Here
About the Author
Brian Mahon is a seasoned insurance professional with over eight years of experience specializing in commercial property and casualty insurance, cyber liability, and risk management. He holds a Bachelor of Science in Entrepreneurship & Technology Innovation from the University of Delaware and has pursued an MBA at Pennsylvania State University, equipping him with both strategic insight and technical acumen.
Brian’s career spans a diverse range of roles in sales, risk consulting, and brokerage operations. He has contributed to top-tier firms such as Engle Hambright & Davies (EHD), Keller Stonebraker Insurance (now Blue Ridge Risk Partners), and innovative startups like Avatar Brokers Inc. and Cyber Sainik LLC. This unique blend of experience—from agile startups to established agencies—has shaped his expertise in prospecting, consultative sales, account management, and operational leadership.
Throughout his career, Brian has:
- Managed a substantial commercial book of business, demonstrating excellence in client service, renewals, endorsements, and claims.
- Written millions of dollars in insurance premiums, showcasing his ability to drive growth and deliver value.
- Developed deep specialization in cyber liability insurance, a rapidly growing and essential coverage area showcased at www.cyberguybri.com
- Built strong relationships with C-suite executives across industries such as healthcare, manufacturing, and IT services.
- Led successful integrations of agency management systems including Xanatek and Applied EPIC.
Certifications:
- Certified Risk Manager (CRM) – National Risk & Insurance Alliance
- Certified Insurance Counselor (CIC) – National Risk & Insurance Alliance
- Cyber COPE Insurance Certification (CCIC) – Chubb & Carnegie Mellon University
Licensed across numerous states for Property & Casualty, Accident, Life & Health, and Surplus Lines (National Producer #18462179), Brian brings a reputation for integrity, diligence, and results.
Intro
Selecting your property & casualty insurance broker may seem trivial. After all, you’re just selecting a vendor, right? Wrong. Selecting the right broker is like hiring a new person to your executive team. If done correctly, it will manage risk and maximize your business’s performance. The problem is every broker sounds the same. They all “word vomit” the same insurance industry lingo.
The Generic Five
- “We have great service” = we process certificates and insurance changes in a timely manner
- “We are local” or “we have been in business for over a century” = we are near you or have been near you for a while
- “We have competitive pricing” = we’re independent
- “We have markets” = we work with many insurance carriers
- “We have the best people” = our employees are nice and do their jobs
These are bare bones “entry level” items that most, if not all, brokers already have.
What to Look for in a Broker
Do they have a Plan?
Do they provide services beyond an annual review or quote analysis—such as employee training, OSHA & DOT consulting, risk management, HR compliance, claim handling, and more? If you can’t name the service, they aren’t doing it. A written annual service calendar should be in place.
Do they Tell Your Story?
Do they just help fill out forms, or do they craft a co-created narrative each year to present your business story, goals, and best practices to underwriters for better treatment and pricing?
Technology
Do they offer electronic signatures, online payment, mobile apps, policy portals, AI policy checking, and automatic renewals? Or are they still using pen & paper?
Industry-Specific Knowledge
Do they serve other businesses like yours? Or are they generalists? It helps to have a broker who understands your industry’s unique operations and risks.
How to Switch Brokers
There are two recommended approaches:
- Broker Selection Process
Interview 2–5 brokers and ask what they’ll do the other 364 days of the year. After interviews, sign a Broker of Record (BOR) letter. - Carrier Selection Process
Bring in one broker to compete with your current one, each assigned to approach a different group of carriers.
Either way, have one agent represent your company to each carrier.
Why One Agent Makes Sense
Underwriters only work with one agent.
Letting one agent represent you gives you the best results:
- Underwriter Excitement
- Underwriters know most clients stay with incumbents.
- When agents confirm they control the account, it boosts underwriting enthusiasm and priority.
- Leverage
- Agents can properly leverage carriers against each other for better pricing and terms.
- You Choose Your Agent
- You avoid choosing between bad pricing/good agent or vice versa.
- Better Advice
- One agent advises. Multiple agents sell.
- Saves Time
- Fewer forms and follow-ups for your team.
- Protects Reputation
- Underwriters track submissions. Multiple submissions = confusion or disinterest.
Why Quoting Every Year Doesn’t Work
When one agent contacts a carrier, that market is blocked for others. Multiple brokers rushing to grab markets leaves you with minimal leverage.
You want carrier-level competition—not agent-level.
Analogy:
When Jalen Hurts is a free agent, he doesn’t hire 3 agents to approach different teams. He chooses one trusted agent to represent him to all 32 teams.
Your business should do the same.
How Often Should You Evaluate Insurance?
Every 3 years is a good rule. Carriers constantly shift appetites and strategies—based on geography, industry class, or claims history.
Working with an experienced, independent broker helps you stay ahead of the game.
Our Philosophy at Igloo Insurance
“Treatment without diagnosis is malpractice.”
That’s why we start with a complimentary business risk evaluation, including:
- Full insurance document review
- Coverage review: identifying gaps, duplications, and offering up to 5 improvement recommendations
- Exclusion review: uncovering hidden risks in fine print
- Commission review: transparency on broker compensation and hidden fees
- Total cost of risk analysis: looking at the big picture, not just premiums
- Cyber risk review: evaluating your exposure, potential losses, and coverage sufficiency
After our review…
If we can improve your situation, we’ll show you how.
If we can’t, we’ll show you that too.
Either way, you’ll gain peace of mind.
Sincerely,
Brian Mahon, CIC, CRM, CCIC
Founder & CEO, Igloo Insurance LLC
📞 Phone: 717-626-9262
💬 Text: 717-626-7891
📠 Fax: 717-626-3345
📧 bmm@iglooins.com
🌐 www.iglooins.com