Not every broker wants to run toward hard-to-place risks. In a tough market, where even standard lines like auto liability require creativity and layered placements, the wholesale distribution market has experienced significant growth, driven by increasing demand for specialized insurance solutions. However, this rising demand has not simplified deal closures, particularly for new businesses.
For Brett Dresner (pictured), the strategy is clear: say yes with precision and lean on your team when the stakes are high.
What sets high-performing brokers apart, Dresner said, is the ability to think like underwriters. Pitching an account isn’t just about presenting information—it’s about anticipating challenges and addressing them directly, as even legal variations can derail an otherwise sound submission.
“You have to understand that severity, that catastrophe scenario that underwriters are pricing for,” he said. “You have to really understand the construction applicable laws in these places because they’re all different,” he says.
Relationships play a major role in success, but they’re only effective when paired with technical depth. Dresner prioritizes partnerships with underwriters who understand nuance.
“The best underwriters out there are the ones who say ‘yes, but’ and we need to know who those underwriters are,” he said.
Lines like auto liability and active shooter coverage have grown more difficult to place, but they’ve also opened doors for brokers who can get creative. When capacity is tight, Dresner builds multi-layered towers, knowing how to place risk across multiple carriers without compromising coverage.
“If there’s a big auto fleet, they’re going to want to restrict capacity,” he said. “You have to find ways where you can play in various levels of this tower.”
That problem-solving mindset is what guides his work, even as market volatility increases. Dresner doesn’t shy away from the reality that nearly every deal is now more complicated than it used to be, and for him, complexity is part of the appeal.
“You’re going to see a lot of different accounts, but you’re also going to see a lot of very similar characteristics,” he said. “Understanding how all the puzzle pieces fit together to solve this problem is based on prior experience.”
At a certain point, however, building a book can’t be done alone. Dresner emphasized that sustained success is a team effort.
“The sooner you have the humility as a team leader to recognize that you need people to back you up, the more successful you’re going to be in the long run,” he said.
Dresner’s formula is simple but demanding: understand your markets, specialize with intent, pitch risk with clarity and surround yourself with people who can help you scale.
