The Digital Executive Podcast — Ep 1137

Challenging the Status Quo: Andrea Luoni on Disrupting Insurance with Integrity and Transparency
Host: Brian (Coruzant Technologies)
Guest: Andrea Luoni, Founder & CEO of Ratecraft
Date: November 1, 2025
Duration (content): ~13 min

Episode Overview

This episode features Andrea Luoni, founder and CEO of Ratecraft, discussing her journey from working inside insurance brokerages to becoming a disruptor advocating for transparency and integrity in the insurance industry. Andrea shares candid insights about systemic issues, her values as a leader, practical advice for businesses navigating insurance, and predictions for the industry's tech evolution.

Key Discussion Points & Insights

1. Breaking Away from the System

• Experience inside brokerages: Andrea spent decades in insurance, realizing most consumers don't understand how the system works — and brokers often rely on that opacity.
• The importance of consumer education: Ratecraft was born out of a desire to educate and advocate for clients.
  • Quote:

    "When you dive into it, you start uncovering things and you become an educator to consumers, which I think is key."
    (Andrea, 01:29)

• LinkedIn insights: Anecdote about an online debate where many business leaders don't know if their current agent is delivering good advice or if they're being shortchanged.
  • Quote:

    "Consumers don't know if they have a good agent or a bad agent until they test the waters."
    (Andrea, 01:59)

• Comprehensive process: Encourages businesses to seek professional reviews and avoid the "shotgun" quoting approach, instead comparing quotes and coverage holistically.

2. Disruptor in a Conservative Industry: Leadership Values

• Staying authentic: Andrea reflects on always being a "defender," dating back to standing up for others as a child.
  • Quote:

    "I was the kid that was the defender of the weak… I've always been the defender. And so I've seen such abuse in our industry, in the insurance industry that I just don't like."
    (Andrea, 03:54)

• Exposing abuse: Shock at agencies who refuse to help or charge clients extra to market their insurance — highlighting an ongoing tolerance for unethical practices.
  • Quote:

    "Their clients are asking for help and they literally are blatantly refusing and, or they want to charge them... Who does that?"
    (Andrea, 04:26)

• Advice to leaders: Stay true to your values, and don’t be afraid to confront and call out systems that are broken.

3. Strategic Advice for Businesses Buying Insurance

• Seek multiple perspectives: Don’t simply accept your agent’s word — get a second opinion, like you would with a medical diagnosis.
  • Quote:

    "People should reach out and get more than one opinion… you have to get some other viewpoints if you want to challenge the status quo."
    (Andrea, 06:16)

• Beware of 'friend' agents: Familiar relationships with agents can be risky; most abuses are seen where the owner "just trusts" their friend.
• Misconceptions about choices: Even small businesses (30–60 employees) are often told there are no health insurance options, but this isn’t true.
• Commission-driven problems: Agents’ earnings rise as premiums rise, so the incentives aren’t aligned with lowering client costs.
  • Quote:

    "Insurance agents typically are making money by commission. So the premium goes up, the agent makes more, so they deliver a rate increase. Most of them aren't that sad because they're getting a raise."
    (Andrea, 08:05)

• Case study: Ratecraft saved a public company $7.2 million by scrutinizing a $12 million insurance spend — proof that challenging the status quo pays off.
  • Quote:

    "We just had a publicly traded company that saved $7.2 million because they weren't challenging the status quo."
    (Andrea, 08:46)

4. State of the Industry: Technology and Market Structures

• Tech lagging behind: Insurance is far from being on the cutting edge. Even now, industry use of AI and digital tools is minimal and often ineffective.
  • Quote:

    "I really think the insurance industry is behind the times... there's nothing sexy in insurance that I'm seeing."
    (Andrea, 11:14)

• AI curiosity: Andrea uses AI to "test" how much it knows about coverage options, but finds results underwhelming.
• Consolidation trend: Large agencies are absorbing small agencies, which threatens small businesses' access to helpful and affordable agents.
  • Quote:

    "The only thing we are seeing is there's a gobbling up of the large agencies... more and more small agencies are going away."
    (Andrea, 11:51)

  • Quote:

    "It's really detrimental to small businesses that might be paying $5,000 for an insurance policy because that agent is only going to make $500, $600 on that and it's not enough for the agency's core belief system and metrics."
    (Andrea, 12:35)

• Future opportunities: She hints at wanting to launch tech products for small business insurance, seeing a market need but recognizing the challenge and capital requirements.

Notable Quotes & Memorable Moments

• On "defending the underdog":
  "I've always been the defender. And so I've seen such abuse in our industry... I just don't like it." (03:54 — Andrea)

• On agent commissions:
  "The premium goes up, the agent makes more, so they deliver a rate increase. Most of them aren't that sad because they're getting a raise." (08:05 — Andrea)

• On tech adoption:
  "There's nothing sexy in insurance that I'm seeing." (11:14 — Andrea)

• On consolidation harming small businesses:
  "Super large agencies don't want the small businesses and the small agencies are going away more and more..." (11:51 — Andrea)

• Host summary:
  "The message I took away, Andrea, is to explore and challenge the status quo." (09:11 — Brian)

Timestamps for Key Segments

• 00:50 — Andrea's introduction, Ratecraft story and mission
• 01:29 — Industry inside scoop, need for consumer education
• 03:44 — Leadership style and personal values as a disruptor
• 06:10 — Strategic advice for businesses buying insurance
• 10:05 — Technology and market structure trends
• 13:14 — Host summarizes industry lag and competition trends

Conclusion

Andrea Luoni’s candid, passionate advocacy calls out critical flaws in the insurance industry — from incentivized opacity to lagging technology. Her advice is clear: challenge the status quo, don’t take brokers at face value, and push for transparency and real competition in insurance, whether you’re a small business or a Fortune 500 company. As consolidations accelerate, leaders must stay vigilant and proactive to secure the best outcomes for their organizations.