Quality products shouldn’t come at the cost of unsustainable premiums.
Carla Gillham, Executive Head at TRUM Africa, has spent more than two decades managing the complex balance of multi-class commercial underwriting and insurer relationships.
In this edition of TRUM Takes, she shares straight talk on the real-world risks brokers are encountering and how we are leveraging 20+ years of expertise to keep your clients protected and their portfolios stable.
Not all policies are equal, and the cheapest option is rarely the best one, especially when things go wrong.
On placement day
Two policies can look almost identical:
- Similar sums insured
- Familiar extensions
- Competitive premiums
At the claims stage
The differences start to matter, and this is where brokers feel it most:
- One insurer asks the right questions early
- Another delays decisions while the clock keeps ticking
- One pays pragmatically and quickly
- Another pays… eventually
Price is easy to compare.
Performance under pressure isn’t.
The real value of a policy
The real value of a policy isn’t just what it says, it’s:
- How confidently the insurer interprets it
- How decisively they act
- How well they support the broker and client when it matters most
That’s why understanding the product you’re selling, and the insurer behind it, is just as important as the premium. And if you had to stand next to your client during a difficult claim, would you feel confident explaining why this insurer was chosen?
Sometimes the cheapest policy costs the most, just not on day one.
TRUM Takes ~ Straight talk on the risks brokers actually see.
Please use this link to join the TRUM Takes series: https://trum.insure/get-trum-takes/
