Connecticut insurance company plans growth in New York

A Connecticut insurance agency is growing its presence across the Northeast, including in New York state.

Hartford–based Smith Brothers Insurance, LLC, which has Empire State offices in Owego, Rensselaer, Vestal, and Waverly, recently acquired the assets of the Palmer Family Insurance Agency in Marathon (Cortland County) from third-generation owner Cassie Mauser.

The deal, which closed on Aug. 1, added 1,000 clients to the Smith Brothers portfolio, says Michael Constantine, the agency’s New York region leader.

“We will hopefully use that as a springboard for more opportunity,” he adds. Smith Brothers employs about 40 people across its Southern Tier locations and has about 250 employees companywide. “We’re super excited about our growth here in the Southern Tier and in the Capital District.”

The agency’s growth is not driven by ego, but rather by a desire to provide for people — employees and clients, alike, Regional Director Jared Carillo tells The Central New York Business Journal.

Growth isn’t just about revenue, he explains. It’s about total development. “Are we growing our skills, our capabilities.” The agency has to be a good place to work, he says, with employees that are valued and encouraged to grow.

That said, the agency is actively seeking out more acquisition opportunities. In July, Smith Brothers acquired Rawson & Sons Insurance Group in Worcester, Massachusetts, further expanding the agency’s footprint in New York, Connecticut, New Jersey, and Massachusetts. Many of the acquisitions, like the Palmer purchase, happen because the owner is looking to change careers or retire and doesn’t have anyone who wants to take over the business. That’s where Smith Brothers comes in.

Acquisitions have to be the right fit between like-minded organizations, Carillo says. For Smith Brothers, that means putting people first.

“We feel very, very strongly that our people-first operational model and our diligent processes are what set us apart as truly valuable resources to our clients,” he explains. Agents take the time to learn their clients’ needs and ensure they are getting the product that best meets those needs. 

Going the extra mile can prove invaluable to clients, Carillo says. He notes one instance where a client came looking for a bond for a parking-lot paving project. In reading the paperwork, the agent handling the matter realized it stated the paving contractor could be liable for any component of the construction project — not just the paving. The client ended up passing on the deal — and the associated liability, Carillo says.

Founded in 1971 by brothers Bob and Brian Smith, the full-service agency and independent broker is licensed in every state.