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Nov 30, 2021

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Rob Stansbury is the Director of Sales at KPA, a company that provides solutions that help identify, fix, and reduce workplace safety and compliance issues. His responsibilities as Director include helping insurance brokers grow and retain their insured base by addressing workplace risks, lowering number of incidents, and reducing costs. His extensive experience allowed Rob to specialize in regulatory compliance across many industries. 

Rob joins us to discuss workplace safety, the new technologies available, and the cost of acquiring a new client. He discusses his childhood, the education he earned, and why he pursued a career in insurance. He explains the importance of communicating workplace safety and the key takeaways many businesses have learned from the COVID-19 pandemic. He describes why smaller agencies should differentiate rather than keep up with more prominent companies. Rob also shares how KPA started, its humble beginnings, and the services they currently offer.

"Everyone needs to grow - we get it - but retention is paramount." - Rob Stansbury

Today on Spot On Insurance:

  • Growing up near Philadelphia, moving to New York, and how Rob’s career initially began
  • Why Rob joined the insurance industry
  • The business lessons we've learned from COVID-19
  • How the employment landscape has changed in the last few years
  • How insurance companies can better communicate the importance of workplace safety
  • New safety technologies Rob has seen being deployed in the field
  • The average cost to acquire a new client in the insurance industry
  • Technology currently available and why they're not always utilized
  • How smaller agencies can differentiate themselves from the bigger competition
  • How KPA began, its history, and the services it offers today

Key Takeaways:

  • It's 9-10 times more expensive for a broker to acquire a new client than it is to retain.
  • The landscape has undeniably changed both at the employer level and the broker & carrier level.

Connect with Rob Stansbury:

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit

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