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Listening, Learning and Looking Ahead
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After a record March, April saw submissions ease slightly, while still remaining strong and consistent with our 2026 averages.
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More importantly, we’re continuing to see encouraging shifts in how brokers and farmers are engaging with Harland Green, with conversations increasingly focused on coverage quality, risk strategy and long-term outcomes, rather than simply premium alone.
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This month also gave us the opportunity to spend more time on the ground with farmers, hearing directly about the challenges they face and the role insurance needs to play in protecting their businesses.
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Here’s what stood out.
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The Highlights
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- Submissions softened slightly compared to March, while remaining well aligned with our strong 2026 averages
- Win rate improved modestly month-on-month
- Two-thirds of all business written came through producing brokers
- Brokers who bind their first account with Harland Green are increasingly going on to place multiple accounts with us each month
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What’s becoming increasingly clear is that once brokers experience the difference in both coverage and engagement, it changes the nature of the conversation with their farming clients.
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At the same time, we know there is still more work for us to do in helping brokers better understand the benefits of transitioning farming clients into the broader protection offered by an ISR-style approach.
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If you’re interested in exploring how this could support your clients, we’d be happy to have a conversation. Reach out at
enquiries@harlandgreen.com.
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Some Observations and Insights
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This month, we spent time visiting existing customers and prospective farming clients to better understand the challenges they face and what they need from insurance.
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A few themes stood out clearly.
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Farmers have a deep understanding of risk and quickly connect with solutions that maximise coverage while keeping premiums manageable.
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At the same time, conversations reinforced that while competitive pricing is important, trust is ultimately built when losses occur, an area where there is still room for improvement across the industry.
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We’re also seeing a gradual shift in conversations with producing brokers and their clients, moving away from purely transactional discussions around premium and towards broader conversations about coverage, protection and long-term outcomes.
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There is still more for us to learn, and we remain committed to listening, refining our proposition and continuing to develop solutions that address the evolving needs of farming clients.
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The market continues to evolve, and we value the conversations shaping it. To share your perspective or discuss opportunities for your clients, contact us on
02 9542 2651 or via
enquiries@harlandgreen.com.
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© 2025 Harland Green. All rights reserved.
Harland Green is an Underwriting Agency based in Suite 303, 25 Lime Street, Sydney, 2000.
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