The Renewal Blind Spot Costing Brokers Their Clients with Jeff Wilcoxon

In this episode of The Insurance Growth Lab, host Callan Harrington sits down with Jeff Wilcoxon, Senior Strategy and Corporate Development Principal at VIU by HUB. The two dig into a new VIU by HUB survey that found 88 percent of policyholders want their provider to proactively flag when coverage no longer fits their life, while 56 percent have not heard from their provider in over a year. Jeff explains why the industry has focused so heavily on the sale and neglected everything that happens after.Callan and Jeff break down how VIU by HUB adds 1700 households a week and still delivers proactive advice by combining automation with skilled human agents. They cover the spectrum of embedded insurance, why choice backed by more than 100 carriers matters to partners, and how VIU builds loyalty to the brokerage rather than a single person. Jeff also shares how he evaluates digital agency acquisitions and where AI actually adds value, from agent training to freeing up time for real advice.Listen now to learn how proactive service and smart technology are reshaping the way insurance gets sold.Key topics covered:[00:00] Intro [01:10] The Sanibel Island insurance gamble [03:36] Inside VIU by HUB explained [04:43] Why 88% want proactive coverage advice [05:58] The industry's dirty retention secret [06:47] Building profitable post sale service [09:32] Life triggers that prompt outreach [13:36] Predictive data versus reactive alerts [16:13] Choosing digital or human outreach [17:41] Loyalty to brand not agents [19:34] The spectrum of embedded insurance [21:41] Why choice beats single carrier programs [27:24] Will AI replace the broker [29:41] Evaluating digital agency acquisitions [33:38] Where deals fall apart on valuation [38:05] AI investment that empowers agents [44:27] The insurance experience in 2036Follow Jeff on LinkedIn: https://www.linkedin.com/in/jeffwilcoxonSubscribe for more episodes where we break down one specific growth initiative at a time with the leaders behind it.The Insurance Growth Lab is hosted by Callan Harrington and brought to you by Flashgrowth.