Agencies lose their biggest accounts for one brutal reason:
They never present a captive or alternative risk strategy.
In this episode of The Riches in the Niches Show, Warren Cleveland, CEO at Captive Coalition, shares how losing a $300K revenue client nearly destroyed his book of business...and how captives became his unfair advantage.
👉 If you’re a retail insurance agency, broker, producer, or MGA, this is your warning. Big brokers are already pitching captives. If you’re not, you’ll get replaced.
What you’ll learn in this episode:
✅ How captives give business owners control, transparency, and stability.
✅ The 3 signals a client is ready for a captive strategy.
✅ Why niching industry beats selling products every time.
✅ The timing mistake that kills captive deals (and how to fix it).
✅ How to stop losing your whales to competitors—and protect your book.
💥 Don’t wait until you lose your biggest client. Watch this now and arm yourself with the captive strategies your competition prays you’ll ignore.
📌 Connect with Our Guest
Name: Warren Cleveland, CEO of Captive Coalition
Email: [email protected]
LinkedIn: https://www.linkedin.com/in/warren-cleveland-aci-cic-aai-81b45526/
Website: https://www.captivecoalition.com/

Subscribe for more episodes of The Riches in the Niches Show — bold conversations with the leaders, founders, and mavericks reshaping the insurance distribution game.
🔹 Connect with me on LinkedIn → https://www.linkedin.com/in/rob-jacomen/
🔹 Book a Strategy Call → https://go.alchemycontentlab.com/niche-domination-strategy-call-15min-page