Rising Star Kelly Eisenbies on the value of resilience in the face of uncertainty in the education sector: Risk & Insurance

Come see the stars! As part of our ongoing coverage of the best brokers in the commercial insurance sector, Risk & Insurance®With the support of Philadelphia Insurance, is expanding its coverage of the “Rising Stars” – those agents who represent the next wave of talented insurance brokers.

Look for these extended profiles on the Risk & Insurance website and in your social media feeds all year round.

We recently met with Kelly Eisenbies, Vice President at Gallagher and a 2024 Power Broker finalist in the Education category.

Risk & Insurance: How did you get into the insurance industry and from there to your current job as a broker in the education sector?

Kelly Eisenbies: Like many people, I had no plans or ambitions to work in the insurance industry. I played NCAA DIII basketball at Brandeis University and wanted to coach at the collegiate level or become an athletic director. Because I had a passion for college athletics, I pursued a master’s degree in sports administration after completing my undergraduate degree.

When I was looking for a job after graduating, my now mother-in-law recommended that I look at a position at her company, which was then called Gallagher Koster. It was a position in the sports accident insurance department, where I would manage and administer accident health insurance policies. I was intrigued because I knew there was a niche industry and that I would have the opportunity to work with university sports departments while gaining experience in a corporate environment. The rest, as they say, is history because I have just celebrated my tenth year working at Gallagher in the same team I started with.

Research and Development: What are the biggest risks your customers face today?

KE: Colleges and universities have faced numerous adversities and changes in recent years, especially in college sports.

I would say the biggest risks for my clients are rising costs and uncertainty about what comes next. The team I work on manages sports accident insurance for over 400 colleges and universities across the country, and we have seen eye-popping premium increases during this 2024-2025 renewal cycle due to volatile claims utilization.

The cost of healthcare services is rising and we are seeing that many student-athletes do not have adequate basic health insurance, which ultimately places a significant cost burden on colleges and universities as they do not have to cover the medical costs associated with sports injuries.

Research and Development: What new risk trends should the education sector keep an eye on?

KE: As mentioned above, college sports are in a transitional period and going through significant changes. All colleges, especially all NCAA DI programs, should be aware of what is coming in the NIL (name, image, likeness) era. What happens when student-athletes officially become employees of their institution? How does this affect the institution’s insurance coverage? What is the impact of Title IX?

Research and Development: What surprised you most during your career as a broker?

KE: I have to say how resilient my clients are. In the 10 years I have worked with Gallagher, there have been so many challenges that higher education institutions have faced, but so many have persevered and adapted. It has been unfortunate to see some of my clients have to close their doors, but the vast majority have found a way forward.

Research and Development: How do you break bad news to customers?

KE: Although it’s probably the least favorite aspect of my job, I try to be direct and give my clients the facts, including their historical claim data, feedback on market trends, and comparisons with others. I place a high value on good communication with my clients, so I check in with them regularly to give them market updates and analysis on claim reports. It’s important to communicate with clients regularly so it’s not all reactive communication. I’ve found that once you’ve built trust with your clients and prepared them for what’s to come, it’s much easier to deliver bad news.

Research and Development: What advice would you give to a new broker considering specializing in the education sector?

KE: My best advice would be to attend as many networking events as possible, including industry-specific conferences like URMIA. Higher education is a tight-knit community, so it’s important that you’re a subject matter expert in the product or service you’re selling. But it’s also crucial to have a good network of peers and industry experts who can help you get started. Much of my success in higher education comes from my clients’ willingness to act as a reference for me when looking for new opportunities. and