Overcoming Resistance to Change in the Insurance Brokerage Industry

The insurance brokerage industry is no stranger to change. From compliance updates and carrier shakeups to the rise of technology platforms and evolving client expectations, change is a constant. Yet, even in the face of mounting pressures, many agencies still find themselves clinging to outdated processes, fearing the disruption that change can bring.

But here’s the truth: resisting change doesn’t protect your business—it puts it at risk. The most successful agencies aren’t the biggest or the oldest. They’re the ones that adapt quickly, evolve intentionally, and stay laser-focused on the future.‍

Why Resistance Happens

Resistance to change isn’t unique to insurance. It’s human nature. But in our industry, it often stems from a few specific factors:

• Legacy Processes: Many agencies still rely on spreadsheets, email threads, and paper applications. While familiar, these systems are inefficient and prone to error.
• Fear of Technology: Automation and digital platforms can feel threatening, especially for seasoned professionals who’ve built careers on personal relationships and pen-and-paper workflows.
• Short-Term Mindset: Change requires investment: time, training, and sometimes money. Agencies focused solely on this quarter’s numbers may resist anything that feels like a longer-term play.
• Lack of Clarity: Without a clear path forward, change feels risky. Brokers and account managers often ask, “What’s the upside? What if it doesn’t work?”‍

The Case for Embracing Change

While hesitation is natural, the cost of inaction is real. Clients today expect speed, transparency, and seamless digital experiences. Carriers and competitors are investing heavily in tech. If your agency doesn’t keep pace, you risk falling behind—or worse, becoming irrelevant.

On the flip side, embracing change can:

• Improve Operational Efficiency: Modern platforms automate quoting, enrollment, and compliance tasks, freeing up your team to focus on growth.
• Enhance Client Experience: Today’s employers want intuitive dashboards, clear billing, and self-serve options. Offering this builds trust and loyalty.
• Unlock New Revenue Opportunities: Small group, level-funded plans, and ancillary benefits are easier to quote and manage with the right tools.
• Attract and Retain Talent: Younger producers and account managers expect modern tools. Agencies that invest in tech are more appealing places to work.‍

How to Overcome Resistance: Strategically

Here are some practical ways to help your team move from “we’ve always done it this way” to “let’s try something new”:‍

1. Start with Small Wins

Introduce change in digestible pieces. Maybe that’s piloting a new quoting platform with one account manager or trying digital onboarding for just one client. Small successes build momentum.‍

2. Educate and Empower

Host training sessions, share success stories, and explain the “why” behind the change. When people understand how new tools help them (not just the bottom line) they’re more likely to buy in.‍

3. Make the Business Case

Frame change in terms of ROI. For example, digitizing enrollment can save hours of manual work each month—hours that can be spent cross-selling or deepening client relationships.‍

4. Choose the Right Partners

Work with vendors who offer not just tools, but support. Look for intuitive platforms with onboarding assistance, responsive service, and resources that help you get the most from your investment.‍

5. Celebrate Progress

Recognize team members who embrace new systems or offer feedback. Positive reinforcement reinforces the behavior you want to see more of.‍

The MyHealthily Advantage

At MyHealthily, we’ve helped dozens of agencies overcome resistance to change: not by pushing a one-size-fits-all solution, but by meeting them where they are.

Our platform simplifies small group quoting, enrollment, and administration. It’s built for brokers who want to grow their business while cutting down on administrative hassle. And our team walks with you every step of the way, from onboarding to optimization.

Change doesn’t have to be disruptive. With the right mindset and the right partner, it can be transformative.

Ready to embrace the next phase of your agency’s growth? Let’s talk. Schedule a demo with MyHealthily today and see what’s possible when change works for you, not against you.

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