As someone who grew up playing hockey, watching the USA men’s and women’s hockey teams win gold this year was incredibly exciting. The men’s game was extra special because I got to spend it with my 7‑year‑old son—watching a period, running out to the garage to play a hockey game of our own, then racing back inside to catch the next period. That rhythm continued until the game ended in overtime, with both of us running around the living room cheering together.
When Team USA defeated Canada in the gold‑medal game, the moment was instantly cemented as one of the great modern hockey victories. It was the first time the U.S. men’s team had won the gold medal since 1980. But beyond the highlight‑reel overtime finish and the goalie who stood on his head for 60 minutes and change, there was something deeper that anyone working in insurance—especially managing general agents (MGAs)—should pay attention to in their own practices.
USA didn’t win because they had more stars. They won because their team fit together, trusted each other, and each role was executed at a high level. This is exactly how MGAs win. Just as a hockey team’s success depends on the chemistry between forwards, defensemen, and goaltenders, an MGA relies on underwriting, technology, operations, actuarial support, and distribution all working in sync. If any unit falters, the whole organization feels it. Here’s how USA Hockey’s 2026 win helps illustrate why successful MGAs must build not just a team, but the right team to hold everything together.
Underwriting: The Goalie
A hockey goalie can overcome bad line changes, missed assignments, or turnovers at the blue line. They give the team a chance to win even when the skaters in front of them are scrambling. Underwriting serves the same role for an MGA. Strong underwriting can:
- Stabilize the portfolio even when technology or operations are still developing
- Offset inconsistencies in submissions or distribution quality
- Maintain credibility with carriers through discipline and clarity
- Prevent small weaknesses elsewhere from turning into losses
A great underwriting team keeps your MGA in the market long enough for the rest of the organization to find its rhythm. Even if operations are stretched, technology isn’t perfect, or distribution is uneven, disciplined underwriting ensures you’re not giving up “easy goals.” It is the safety net, the stabilizing force, and ultimately the reason an MGA earns long‑term trust from its carrier partners. Underwriting isn’t just one function—it is the foundation.
Technology: The Defensive Line
Teams with strong defensive structures limit odd‑man rushes, clean up rebounds, and prevent opponents from cycling endlessly in the offensive zone. A good system makes everyone look better. For MGAs, technology plays that system role. When an MGA’s tech stack is sound, the organization:
- Processes submissions cleanly
- Moves data predictably between departments
- Produces broker and carrier reports without chaos
- Reduces errors and rework
- Supports underwriting rather than slowing it down
Technology doesn’t always make the highlight reel, but it shapes almost every play. A disciplined defensive system makes the goalie’s job easier and great underwriting becomes even more effective when supported by high‑quality data and efficient workflows.
Operations: The Defenseman Holding the Blue Line
Every team has those reliable defensemen who don’t make flashy plays but are absolutely essential. They keep the team out of high‑danger scenarios. They make smart, simple decisions under pressure. This is operations in an MGA. Operations ensures:
- Policies are issued correctly and on time
- Endorsements flow smoothly
- Bordereaux and reporting remain clean
- Renewals stay organized
- Compliance issues are prevented
You don’t always notice operations when things go right, but you notice immediately when things go wrong. Just as strong defense can cover for sloppy plays from forwards, strong operations can keep an MGA stable even when other areas are working through inefficiencies. It’s the quiet reliability that championship teams depend on.
Actuarial & Data Science: The Playmakers
Some players aren’t the fastest or flashiest, but they see every angle, anticipate plays before they happen, and create opportunities others don’t even spot. In an MGA, that’s actuarial and data science. These teams:
- Build pricing models and frameworks underwriting depends on
- Spot loss‑trend shifts early
- Provide analytics that guide appetite, portfolio mix, and product strategy
- Strengthening the MGA’s story with its carriers
- Help the organization avoid skating blind
They set a strategic tempo and ensure your MGA isn’t reacting but anticipating.
Marketing and Distribution: The Forwards
No matter how strong your defense or goalie is, you still need to score. I once had a coach tell us that you can’t lose if the other team never scores. While that’s true, you can still end in a tie—and I hate ties. A strong program with sound underwriting and proven operations and systems behind it will still fail if you do not have the right distribution and marketing strategy in place. For an MGA, marketing and distribution are your forwards:
- They generate the deal flow
- They build relationships with appointed agents
- They expand visibility in the marketplace
- They identify opportunities in underserved segments
- They drive the premium needed to grow the business
- They illustrate the issue and then show the solution
A great forward line can dominate puck possession. A great distribution strategy can dominate market attention. But just like hockey, offense alone can’t win. You need balance, structure, and teamwork.
Strong Teams Win, Not Just Talented Individuals
An MGA with brilliant underwriters but weak operations will struggle. An MGA with strong distribution but weak actuarial support will overextend itself. An MGA with a strong tech stack but weak underwriting won’t last long enough to benefit from it. But when every function understands its role and plays it well—that’s when an MGA becomes a force.
How are we building our championship‑level team at IPS? We are committed to finding the right talent and then determining which position best suits them. We are focused on maintaining strong underwriting discipline in everything we do, backed by a team with more than 80 years of combined underwriting experience, because we know that is the backbone of our company. We are continuously improving our operations through enhanced processes and technology, creating efficiencies that better support underwriting and our partners. And we have successfully built and expanded our distribution network to include broker partners across the entire country. Together, we are intentionally assembling each position on our roster and pursuing our own gold every day.
The 2026 USA Hockey team showed the world that talent alone doesn’t decide the winner, the right mix of people working in sync does. When your team is built the right way, with complementary strengths and shared purpose, you don’t just stay competitive, you become a leader in the industry.
If you are interested in learning more about our team and how we help our clients go for the gold every day, contact us today!