Skip to main content

«  View All Posts


The Power of Narrative: Why Telling Your Client's Story Matters

December 8th, 2021 | 2 min. read

By Jason Esparza

Updated October 16, 2023

As a professional agent, you work hard to absorb your client’s needs, history, operations, future plans, and so forth. It can be highly stressful to hand that over to a wholesale broker and feel excluded from the process of marketing the account.

No broker can single-handedly alleviate these feelings. However, it’s important to be honest yourself—what broker behaviors exacerbate these feelings?

  • Does your broker understand your client’s industry as well as you do? 
  • Does your broker spend an appropriate amount of time getting to know your accounts? 
  • Does your broker have consistent processes to set your client up for success? 
  • Does your broker take steps to establish proactive lines of communication?

If you answered no to any of these questions, your ambivalent feelings towards using a wholesale broker are understandable. The truth is, if agents and wholesalers don’t understand the client’s narrative and how to effectively communicate it, they do a disservice to both the insured and the carrier partner. 

Understanding the Power of Narrative

Understanding and communicating narrative is another example of how HPL business is not simply transactional.

How Narrative Helps Your Client

The insured’s story often does not fit on an application. What are their future plans? Will they be expanding into additional services in the next 12 months? Are they looking to execute new contracts this year that will require flexibility from their carrier and/or broader coverage terms? What are the drivers of previous claims activity? What has been done to resolve these issues? Your client deserves to have their story understood at every stage of the underwriting process. 

How Narrative Helps You 

Do you feel like you are often having to figure out coverage on the fly? Many of our agents are HPL experts in a particular field or with admitted placements but do not have as much experience with the E&S market. What coverages are—or are not—available? Are this year’s marketing goals realistic? Wholesalers who focus on understanding an account’s narrative can help agents better market accounts and can help the agent communicate coverage details more specifically with their clients. 

How Narrative Helps the Carrier 

Nothing hurts marketing efforts more than an uneducated underwriter—one who doesn’t know what the client does, or what they’re looking for. Understanding the narrative and being able to communicate it grants confidence to underwriters. This ultimately helps our agents and their clients.

You’re the Storyteller

In the world of insurance, the ability to understand your client's unique needs and navigate the complexities of the market is paramount. Insurance agents play a crucial role in this process, excelling at gathering essential information and translating it into compelling stories. As you evaluate your current wholesaler, consider whether they share your dedication to enhancing these narratives.

Your client's story is at the heart of what you do. Ensure it's told with the care and expertise it deserves. 


Jason Esparza

Since starting in the insurance industry in 2000, Jason has held diverse roles, including underwriting, agent support, and business development. As Ethos' VP of Business Development since September 2020, he focuses on growth and innovative solutions. Jason, equipped with a BA, MBA, and MDiv, excels in bridging communication gaps between agents and carriers, ensuring customer needs align with underwriting requirements. Committed to transparency, he fosters open communication at Ethos. Outside of work, Jason, a family man and endurance sports enthusiast, brings a competitive spirit, having won multiple swing dancing national championships and completed three Ironman triathlons. Dedicated to Ethos' mission, Jason aims to leverage his experience, transparency commitment, and results-oriented focus to position Ethos as a pioneering force in the insurance industry.