Carriers are getting new eyes. AI dashboards that track what every agency does. Real-time monitoring. Marketing programs. Tool usage. They will know who is producing and how. The bar is rising. Keep your appointments or your commissions.
Mica Cooper has over 30 years in insurance, building systems for Vertafore, Bass Pro Shops, Kraft Foods, and Hotels.com. He sells to Tier 5 carriers (under $100 million) and says what most will not: most AI claims at conferences are "going to be 50% lies." His point: it is not that vendors cannot do what they do. It is that they cannot do it to the degree they say.
His predictions. Carriers use AI to watch agencies in real time and demand proof. ACORD, "perhaps" within 5 years, "completely almost disappearing." A sea-change moment coming. He says probably 24 months before we see it happen, when an open-source AMS or something similar triggers the shift. Direct distribution eats the low-hanging fruit first. What stays: "the policies that have warts," the complex risks that still need a real agent. "AI is not going to write these," he says.
His advice: go to conferences, talk to vendors, be leery of vendor speak, weigh cost against benefit. Long term or succession: hire somebody younger, energetic, who understands insurance and technology. They pay for themselves. You cannot just buy tech and step away. "You can't just buy the car. You have to drive the car."
Michael's read: he and Mica each have 30 years in this industry. They saw the internet arrive with warnings it would disintermediate the independent agent. AI brings the same warnings. Carrier relationships are going to be tested. The machine is actually going to be a different machine. Michael's answer: expertise, empathy, advocacy. Go deep. Be the obvious agent.
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