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Growth, Opportunity and Evolving Conversations
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May marked Harland Green’s strongest month yet for customer growth, with submissions and new customer win rates both increasing significantly compared to the previous month.
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While the growth itself is encouraging, what stands out most is what these results tell us about the conversations taking place between brokers and farming clients. We are seeing increased engagement from brokers looking for alternatives to traditional farm package products and a growing appreciation for solutions that better align with the complexity of modern farming operations.
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At the same time, ongoing discussions with brokers and farmers continue to provide valuable insights into how risk is being managed and how insurance can better support long-term business resilience.
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Here’s what stood out.
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The Highlights
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May delivered several strong results across key business metrics:
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- Largest month so far for customer growth
- Submissions up 55% on the previous month
- New customer win rate up 26% on the previous month
- Increased engagement from brokers seeking support to better understand and position our differentiated farming offering
- Strong interest in broader coverage solutions for more complex farming operations
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What is becoming increasingly clear is that when brokers take the time to explore our product offering in detail, it can change the nature of the conversation with their farming clients. Many are taking advantage of our offer to review opportunities together, quote by quote, helping them better understand our coverage and confidently communicate its value.
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These collaborative discussions continue to create opportunities for brokers to differentiate themselves while delivering stronger outcomes for farming clients.
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If you’d like to explore how Harland Green can support your farming 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, our discussions with brokers and farming clients highlighted several important trends emerging across the market.
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One of the most noticeable shifts is the number of larger and more complex farming operations entering the conversation. While traditional farm package products have historically served smaller farms well, they may not always provide the breadth of protection required for larger enterprises.
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For farming businesses with base premiums exceeding $30,000, broader insurance solutions can often provide a more appropriate level of protection and better reflect the complexity of their operations.
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Another theme that continues to resonate strongly is the relationship between risk management and insurance outcomes. Our approach rewards farmers who can demonstrate sound risk management practices with more competitive rates, and many of the farmers we have met appreciate the transparency and fairness of this model.
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We are also seeing firsthand how a differentiated insurance proposition can open doors and create more meaningful conversations between brokers and their clients. As a result, more brokers are choosing to meet with us via Teams to review opportunities together, helping them better understand our coverage and articulate its benefits to clients and prospects.
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These conversations continue to reinforce the importance of looking beyond premium alone and focusing on solutions that support the long-term needs of farming businesses.
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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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