The anti-new year’s resolution list for personal lines brokers

As Spotify accounts start wrapping (and as children start unwrapping), now is an opportune time for personal lines brokers to take a step back and create a plan of action for becoming a more proactive and valued resource for clients in the new year. This is especially pertinent as certain areas of the Canadian insurance landscape could (emphasis on could) begin to soften. 

Instead of sharing the usual list of resolutions to start doing, I thought I would flip the script and provide some suggestions on what brokers ought to stop doing in 2025. This way, you can start the year fresh and clear the way to improving client relationships that will build a more sustainable (and substantial) book of business. 

Here goes…

1. Stop struggling to keep up with industry changes

Time is one of your most limited resources, and keeping pace with the constant shifts across the industry can feel overwhelming. From evolving regulations to emerging products, it’s important to stay informed and position yourself as a trusted advisor to your clients.

To achieve this, dedicate a portion of your week to enhancing product and industry knowledge. Personal cyber insurance, for instance, is rising in popularity among Canadians. But do you understand how this policy type can actually help your clients? 

My recommendation is to start small, stay consistent and tap into resources that deliver real value. Here are three recommendations to get you started:

1. Join your local Insurance Brokers Association of Canada chapter
2. Do the same thing with the Insurance Institute of Canada
3. Sign up for The Chronicle Weekly Insurance Newsletter
4. Listen to the Digital Insurance Pint podcast (you can listen to the episode featuring Quandri CEO and co-founder, Jackson Fregeau, here).
5. Explore industry insights on the Canadian Underwriter blog

2. Stop working in a silo and without any input from your peers

Here’s a cliche that you’ve probably heard before: 

“If you want to go fast, go alone. If you want to go far, go together.”

These words have been said time and time again throughout history, and for good reason – growth only flourishes when you lean on your network. 

Instead of keeping your head down in the day-to-day firefight in 2025, try lifting your head up and finding ways to engage with your peers (whether its fellow brokers, carrier representatives or industry associations). This will open doors to interesting ideas and new business opportunities. 

A great starting point is to get tuned into insurance influencers (not quite as glamourous as Taylor Swift, but still…). Here are three North American thought leaders that I recommend giving a follow: 

1. Jason Cass and his Agency Intelligence Podcast
2. Jeff Roy of Excalibre Insurance Group
3. Chris Parasidio of Paradiso Insurance

A few other ideas include getting involved in broker communities (the Applied Client Network is a great place to start), attending industry events and leveraging your existing network for coffee or virtual chats. 

Every conversation you have is a chance to learn something new, and you can bring this value back into conversations with your clients.

3. Stop expending time on repetitive administrative work (like flicking through carrier docs) 

This one is a biggy. If you’re still spending hours sifting through carrier documents or managing tedious administrative tasks, you’re wasting valuable time that could be better spent growing your book of business and developing client relationships.

This should be obvious by now, but in today’s digital-first world your clients expect you to be more than just knowledgeable, they expect you to also be efficient and accessible.

By embracing digital tools (or knowing when not to embrace them), you can eliminate repetitive work, streamline operations and improve the accuracy of your policy renewals. A lot of this work can be automated, too, which frees you to focus on what you do best – delivering exceptional service and personalized solutions. 

4. Stop burning out and working harder than you need to be 

Burning the candle at both ends is a surefire way to become ineffective, and fast. Despite this, too many brokers wear burnout like a badge of honour, and they push themselves to work harder (though not necessarily smarter) to meet the ever-rising demands from clients. 

In 2025, I encourage you to set clearer boundaries and prioritize your own wellbeing. The right tech stack will help here. It’ll allow you to operate efficiently so you can stay sharp and stress less, while still delivering an outstanding service.

Do yourself a favour and protect your energy, set boundaries and invest in yourself. Your career is a marathon, not a sprint, so start prioritizing personal wellness and work-life balance so you can show up for your clients in the most valuable way possible.

5. Stop failing to upsell and cross-sell clients during renewals

Every policy renewal is a golden opportunity to offer your clients more value and not just more products. That said, it can be next to impossible to round out a client's policy if you don't have an in-depth understanding of their existing coverages. 

To counter this, take a more strategic approach to every renewal review. Deep dive into your client’s evolving needs and try to spot tailored solutions that truly add value. If they recently got a pet, for example, is there an opportunity to upsell them on pet insurance?

Diligent renewal reviews like this not only helps you boost your revenue, it also reinforces your role as a trusted advisor to your clients. 

Step into 2025 with clarity, confidence and purpose

2025 is your chance to rewrite the playbook on how you work and win as a personal lines broker. Becoming proactive and expanding your book of business isn’t necessarily about carrying a heavier load, either. Instead, it’s about charting a smarter course that allows you to engage in more personalized conversations with each and every client.

As the new year rolls around, it’s the perfect time to shift focus, streamline efforts and approach your work with precision and purpose. To find out how Quandri can help you automate and streamline your renewal reviews and policy requoting process, book a demo with us here.