Hard to Place, Easy to Profit: The Art of Captives

In this episode, the Mayor sits down with industry veteran Jeff Kleid  a 30-year insurance innovator, MGA, and carrier leader  to talk about the business of hard-to-place risks, the truth about captives, and how brokers can turn complex accounts into profitable opportunities. From selling insurance on the internet in the ‘90s to building niche programs for cannabis, film, and trucking, Jeff shares real-world lessons about taking chances, trusting data, and transforming the way independent agents think about risk. In this episode, we discuss:The evolution from retail broker to MGA and carrierWhy most agents misunderstand captives (and how to use them right)Building programs for high-risk industries like towing and hempHow to niche down without boxing yourself inThe role of AI in underwriting and program innovation Key Takeaways:Don’t fear the hard-to-place — that’s where opportunity lives.Captives aren’t restrictive; they empower growth and control.Niche success is built on relationships and risk awareness.AI is a tool, not a replacement — human insight still wins the day. Connect with Jeff Kleid:LinkedIn: linkedin.com/in/jeffkleid Email: jdkleid@eliterisk.com Website: eliterisk.com Special Thanks to Our Sponsors: 🧡 Smart Choice – The fastest-growing agency network helping independent agents write more business and earn more income. 🔗 Canopy Connect – The easiest way to collect your client’s insurance information in seconds.