¶ Welcome to Episode 100
Welcome to a very special episode of Placing you First . Today we're celebrating our 100th episode , and we couldn't think of a better way to mark the occasion than by bringing back our very first guest from 2019 , neal Kessler , now CEO of CRC Specialty and Benefits .
That's right . Neal helped launch this podcast six years ago and so much has changed since then for CRC , for the industry and for Neil himself . So today we're going to reflect on that journey , the challenges we faced and the growth we've achieved , and talk about what the future looks like from Neil's point of view going forward .
So , from navigating M&A and pandemics to building a stronger , smarter organization , we're diving into it all .
This is the Placing you First podcast from CRC Group .
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Who write more than $35 billion in premium annually . Plus , we give you the latest information on what's happening at CRC this this .
This is the Placing you First podcast and now the hosts of the podcast Amanda Knight and Scott Gordon . Neil , welcome back to the show .
Well , thanks guys . Scott , amanda , it is great to be with you guys . It's really . It's really hard to believe it's been 100 episodes . I mean six years . A lot has happened in these last six years .
It really has . So let's rewind just a little bit . Let's go all the way back to 2019 . If you could give us one word or phrase to describe CRC , then the CRC of 2019 , and one word to describe us now , what do you think
¶ CRC Then vs Now
you'd pick ?
Yeah , good question . I think then probably a solid , now probably relentless . You know , back in 19 , we were a strong business , solid foundation , great people , great client outcomes . But you know , today we've really evolved into a relentless growth machine . There's simply more urgency , more agility , more of an ownership type culture .
We're not just reacting to the market . We're really shaping it today .
And this might be a little bit redundant there , but what's something that's changed dramatically and something that's probably stayed the same in a good way since 2019 ? Yeah , since then .
I'd say what's changed is probably our scale and independence , you know , unaffiliated , independent , wholesale partner , and you know those are two things that have changed a lot for us . And what stayed the same is our culture .
I'd say you know the , you know we before me kind of mindset , the drive to win for our clients , the willingness to hustle , that hasn't changed one bit .
Well , and this podcast is a little different because normally we talk about the industry in general and topics and this is all about us , which is kind of interesting to
¶ Navigating the Pandemic Challenge
talk about because we've all been with the company for a little while now . We've seen these changes . So CRC has seen its fair change of curveballs over the years COVID , rapid expansion , market shifts so what stands out to you as one of the biggest challenges that CRC has navigated ?
Yeah . I'd say it's the pandemic , probably no question . You know , shortly after we recorded that episode , things changed and we had to completely rethink how we worked , how we sold , how we collaborated , and we had to do it all overnight .
But it also showed how adaptable and resilient our people are and I think we came out of it stronger , more connected and more creative than ever .
I know the pandemic , looking back , was what five years ago now is when it started and for some people and for a lot of folks , it feels like just yesterday . But , pandemic or otherwise , how do you feel like Team CRC , our people and our culture really helped navigate and get through challenges like the pandemic ?
Two things to me grit and teamwork . Everyone leaned in . No one waited around to be told what to do and across all of our businesses , people rallied and shared a mission to serve our clients , no matter what . It was a total team effort and I think that's what helped us navigate that challenge and will help us navigate challenges to come .
Looking back , what are you most proud of as a leader for CRC over these last five or six years ?
Yeah , great question . There's a lot to be proud of , and I'd say , probably the thing I'm the most proud of is really , you know , something that we're still working on and still doing , which is , you know , shifting our business , our mindset , our culture , from kind of a bank employee to kind of an independent ownership model , and for us , that culture shift is
¶ Building an Ownership Culture
real and it's powerful . I mean , I believe that when people start thinking like owners , when they think like owners about growth , about ROI , about driving our business forward , everything changes and I think our customers can really feel the difference . Owners move faster , owners take more accountability .
They look for ways to add even additional value every day , and that's really who we are now .
And speaking to CRC's people , who are a huge part of our story , is there any moment or achievement that really speaks to you about the strength of our team ?
Yeah , I think what speaks to me about our people is our producer recruiting streak that we're on . We're adding talent at a record pace and since 19 , 2019 , since we had this podcast we've added almost 500 new producers . Wow , yeah , that takes vision , leadership , trust , a whole lot of follow through .
You know we're really focused on building the next generation of CRC . It's . What's even better about that , in my opinion , is that most of those folks had options . Right , they could have gone to one of our competitors , but they chose to come to us and I think that really says something .
And for our customers , all of this means you know more options , you know more producers , means more talent , more creativity , more ways to help as we grow . It really helps our clients win . It's a real win , win .
I always use on the podcast . I always use the baseball metaphor . I say we've got a really deep bench at CRC really deep and they're all really good at what they do . So let's shift gears to what's next . What do you think is next for CRC ?
Yeah , to me , next is more specialization , more data , more kind of like cross-business collaboration . I think the future for us is about being faster and smarter and more integrated , and you know we want to be the partner of choice for our agents
¶ The Future: Tech, Data & Growth
and for our markets . You know I'm thinking a lot about tech and AI these days . Yes , some of it's overhyped , but we've got some pilots underway that are showing real promise , and those tools we build are going to help us , you know , quote faster , uncover and deliver insights sooner and really bring solutions to the market with an even greater speed .
You know we've been ahead of the curve when it comes to data since we started capturing exposure and loss information back in 2016 . And yeah , that was before it was trendy and before our competitors kind of joined the party , and now we've got more and even better data .
So the next step is how do we continue to evolve to help our clients win in new , different and bigger ways ?
Well , it sounds like we've got a lot of work to do . We've got some things in the pipeline , we've got a lot we need to do , but along with that work comes excitement , right . So what excites you the most about this next chapter of growth , now that we are independent , now that we are a pure play wholesaler ?
Yeah , you know . For me , Amanda , what excites me most is that the playbook isn't written yet . That's what's so exciting . I mean , look back six years ago . Who would have thought that this is where we'd be today ?
Right .
You know we're really building something special and everyone at the company has a chance to shape it . Our story's kind of just getting started . You know we're a company , 20-year-old plus , startup in a lot of ways , and you know so much has changed in six years , so much has changed in these last 18 months .
Right .
I just can't wait to see kind of what's next for us . That's what's most exciting to me .
Absolutely Well . We're nearing everyone's favorite part of every episode rapid fire . It's a lightning round where we ask a few quick questions and you answer with whatever pops into your head first . So are you ready ?
I'm ready , let's do it .
All right . What is one thing ? Something about your background that most people probably don't know .
Most people probably don't know
¶ Rapid Fire!
that I was a TV news reporter . You know not a weatherman . Not a weatherman , that's a false rumor . But I was a TV news reporter . It was a long time ago , right when I was out of college , but it did help me a lot with communication and thinking on my feet . I then went to law school and worked in politics and you know I've had really a lot of .
My career has taught me about how to build arguments and think critically . So you know it's a strange combo now that I'm in insurance but it works .
That explains a lot in a good way . That that that does explain a lot ? Sure does , and I can see that that tracks Neil . So your next question is what's something fun you want to check off your bucket list , travel destination or an experience , a weird food ?
You know , for me , I've never been to Asia or Australia . I'd love to go there . Maybe a family trip over there , a mix of some adventure and downtime . I hear those are great places to visit .
I don't know . I did see this could have been fake news , but I feel like I saw that Australia has something called spider season and I'm not sure that makes Australia for me . I think Australia might have to leave the bucket list .
Just go to a different part of the year , not during spider season . I'm sure you can figure out when that is .
I'm pretty sure all the world's deadliest spider snakes , whatever live in Australia . So you go and you let me know how it is .
Will do .
Okay , we've saved the best question for last . We know you travel a lot in your role for CRC . I mean that may be an understatement actually , what's the weirdest thing you've ever seen in an airport or the weirdest experience you've ever had on an airplane or in an airport ?
Well , honestly and in a good way , I can tell you that most of it for the last 20 years and I'm on the road every week in multiple cities most of it has been pretty boring . I really haven't had anyone get kicked off a flight or do something crazy midair . You've seen the people that strip naked on the plane or , you know , get in a big fight .
I haven't seen much of that . I've seen some celebrities over the years , but you know , probably the best story is one time I took the wrong suitcase . So you know , on Southwest , you know the plane stops and people get on , people get off right and then the plane goes on . Well , the plane stopped in Dallas and I got off the flight .
I grabbed the suitcase at the top . I thought it was mine . Turns out it wasn't . It was a different person's suitcase . That person was actually just going on a trip . I was just getting home for a trip . So he got to where he was going to open up his suitcase . I don't think he was very happy . Oh no , yeah , it was a bit awkward but we sorted it out .
I sent him some money for his troubles and he was a good sport about it all . But I know they say all the time two bags all look alike . Check the tag .
That is a good lesson in that that's a good piece of advice for all of us .
Wow , yeah , were you short your materials you needed ? I'm sure you were put out . I was coming home . Oh , you were like For me .
I didn't really care , but the guy going out wasn't loving it . We were definitely different sizes , that's funny , oh my God .
Well , thanks for coming on , Neil . This was great . We have had you on for the first and now the 100th episode . I feel like we've come full circle .
Hard to believe .
And thank you to everyone who's listened to the Placing you First podcast over these 100 episodes . We're so proud of how far we've come and even more excited for what's ahead .
And if you enjoyed this episode , be sure to follow or subscribe wherever you listen , and stay tuned for more stories , insights and inspiration from across CRC , and we'll see you next time .