Protecting Your Middle Market Accounts with High Net Worth Referral Strategies with Jessica Fukuchi

In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Jessica Fukuchi, co-founder of PCRG Insurance. They dive into the often-overlooked world of high-net-worth personal lines insurance and why middle-market commercial producers need to pay attention to it. Jessica shares her journey from a captive agent to building an independent agency specializing in high-net-worth clients, often through referrals from financial advisors. The conversation explores the strategic importance of partnering with a high-net-worth specialist to protect commercial accounts from being poached by large brokerages that offer both commercial and private client services. Key Highlights: Protecting Your Book with High Net Worth Partners David emphasizes a critical vulnerability for middle-market producers: if you aren't addressing the personal insurance needs of business owners and executives, a competitor who does—like a large national broker—can use that as a wedge to take the entire commercial account. Partnering with a specialist like Jessica allows agents to offer this service without having to master the complexities of the high-net-worth market themselves. Navigating the High Net Worth Landscape Jessica explains the nuances of the high-net-worth market, from working with family offices to understanding the complex portfolios of wealthy clients (multiple homes, luxury cars, etc.). She discusses the current hard market for umbrella and excess liability, noting that securing high limits often requires stacking policies from multiple carriers, a strategy far different from standard personal lines. The "Duty to Offer" and Risk Management The discussion touches on the agent's "duty to offer" comprehensive protection. David and Jessica agree that failing to discuss personal excess liability or cyber coverage with a wealthy client is a disservice that could lead to E&O issues. They highlight unique risks like kidnap and ransom for high-profile clients and the importance of addressing the "insurance junk drawer" many wealthy individuals accumulate. Work-Life Balance and Setting Boundaries Jessica shares her personal journey of overcoming burnout by setting strict boundaries between work and personal life. She discusses how delegating tasks, hiring a VP, and being transparent with her team about her need for family time allowed her to regain balance. This segment resonates with the hosts, who also prioritize life experiences and travel over being tethered to the office 24/7. Connect with: David Carothers LinkedIn Jessica Fukuchi LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp PCRG Insurance Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes