The insurance industry is undergoing significant changes with the rise of AI and aggregators, but Victor is taking a different approach. Rather than focusing solely on speed and scale, the company is emphasizing mentorship, market guidance, and human support for insurance agents.
The Changing Landscape of Insurance
Zach Vollmer, who leads digital distribution for Victor’s Small Business segment, has nearly 20 years of experience in the industry. He notes that the traditional path to becoming a successful insurance agent was often trial-and-error or based on family connections. Today, the industry is becoming increasingly automated and fragmented, creating new challenges for agents.
Victor’s Approach to Supporting Agents
Victor’s open brokerage model allows agents to access over 25 markets through a single relationship, eliminating the need for multiple carrier appointments and premium minimums. The company has also developed a range of tools and resources to support agents, including a New Agent Success Toolkit and live underwriting support.
Lowering Barriers, Not Standards
Vollmer argues that access alone is not enough; agents need support and guidance to succeed. Victor’s model is designed to provide this support while maintaining high standards. The company’s underwriters and business development managers work closely with agents to help them understand risk classification and avoid costly mistakes.
Technology as a Platform, Not a Substitute
While technology is changing the insurance landscape, Vollmer believes it should be used to augment human judgment and advocacy, not replace it. Victor’s quoting platforms, such as Victor for Agents and ICAT Online, offer streamlined access to markets while also providing live chat and phone support.
The Future of Insurance
As the industry continues to evolve, Vollmer expects the role of agents to remain crucial. While technology will take over routine tasks, human judgment and advocacy will remain essential. Victor is investing in agent education, mentorship, and long-term relationships to help agents succeed in a changing landscape.
“The industry keeps talking about digital transformation,” Vollmer says. “But transformation only works if people are brought along with it. Especially the new ones.”
