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Our October wrap – now more established, sharing observations and insights.
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Dear Brokers,
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As we approach the halfway mark of our first year in business, we’re excited to move beyond simply sharing our early progress. Instead, we’d like to offer some fresh perspectives and practical insights drawn from our journey so far—insights we hope will spark new ideas and help you shape your own approach in this evolving sector. Whether you’re seeking new ways to add value for clients or looking to stay ahead of industry trends, we trust these observations will inspire and inform your next steps.
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The Highlights
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We are still producing reasonably strong numbers with a 30% strike rate in our first five months of trading, and our submissions are increasing month-by-month by 31% on average, which tells us our differentiated offering is resonating with the market.
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We are also becoming the product of choice for brokers looking to grow their customer-base with 54% of new-business bound being new-business to brokers, with most citing the differentiated coverage and solutions for unique exposures as the deciding factors.
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Some Observations and Insights
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Unlocking value through advice: While Australian farmers are renowned for their practical, hands-on approach to managing risk, many—especially those transitioning from direct insurers—treat insurance as a simple transaction rather than a strategic safeguard. This presents a significant opportunity for brokers to move beyond the basics, elevating the conversation from price and policy to tailored protection and proactive risk management. By tapping into your expertise, you can help farmers see insurance not just as a necessity, but as an investment in the resilience and future of their operations.
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Smarter ways to reduce premiums: We’ve noticed that, with the rising costs of running a farm, there’s a natural drive among many farmers to seek out ways to lower their insurance premiums—sometimes without fully considering the broader implications of those choices. Our observations suggest there are clever, risk-aware strategies available that can help keep premiums manageable without compromising on the quality of coverage. It seems that when the conversation shifts beyond just price—towards smart, tailored advice—the result is often stronger, more meaningful relationships between brokers and their clients.
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Season-by-season approach to risk management: While some farmers consistently invest in new infrastructure, equipment and innovative practices, others are more cautious, with investment patterns varying notably between different regions. This diversity in approach suggests that decision-making around risk management is shaped by a range of factors beyond just immediate financial considerations. For brokers, recognising these varied attitudes towards investment can open up valuable opportunities for tailored conversations. By understanding a client’s appetite for innovation or stability, brokers can position insurance not only as a safeguard but also as a strategic tool—helping farmers balance protection with growth ambitions and guiding them towards coverage that best aligns with their long-term operational goals.
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Join our policy comparison training
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We’ve completed an exhaustive comparison, in partnership with LMI, of our Farming All Risk policy against 10 other farm policies available in the market. We’re excited to share these insights in a 60-minute online training session hosted by our Head of Claims, Peter Drinnan.
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The session will provide a clear understanding of how all-risk cover works compared to named perils cover, and equip you with the knowledge to find the best option for your clients. NIBA CPD accreditation will be provided for attendees.
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Our first training session is full. To secure your place for future sessions, email Peter at peter@harlandgreen.com
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Reach out to us today—we’re available when you need support, we pick up the phone, we take the time to understand your needs, and we work alongside you to secure that next quality farm account. Discover firsthand the difference that comes from genuinely responsive, broker-focused service.
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Best regards,
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Harland Green Team
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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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