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Ep. 4 | Building a 10X MGA: Inside the iTOO Success Story with Justin Naylor, CEO—A Visionary MGA Leader
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What does it take to scale a specialty MGA from startup to market leader across 10 African countries?
This week on The Age of the MGA, we sit down with Justin Naylor, CEO of iTOO Specialty Risks, to uncover the secrets behind one of the most inspiring MGA growth stories in the world.
From mastering distribution through brokers, to launching cutting-edge products like cyber, renewable energy, and drone insurance, to building an entrepreneurial culture that brokers and customers love—Justin shares the full blueprint.
If you’re serious about building a thriving MGA, this is an episode you can’t afford to miss.
🔥 Inside This Episode:
✅ How iTOO achieved 10X growth in 10 years—and what’s next for the brand
✅ Why putting experts at the center of your MGA model is a competitive superpower
✅ How to conquer distribution, claims, and regulation across 9 countries
✅ The surprising secret to long-term MGA success (hint: it’s not what you think)
💬 COMMENT BELOW: What’s one thing you would implement from Justin’s playbook in your MGA?
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🔗 Stay Connected & Follow the Movement:
🎧 Subscribe on Spotify, Apple Podcasts & YouTube
📲 Follow the Age of the MGA on LinkedIn → https://www.linkedin.com/company/age-of-the-mga/
🧠 Connect with the Hosts:
Doug Ver Mulm: https://www.linkedin.com/in/douglasvermulm/
Dylan Brand: https://www.linkedin.com/in/dylanbrand/
Peter Tilbrook: https://www.linkedin.com/in/peter-tilbrook-50832336/
🧠 Connect with our special Guest at iTOO:
Justin Naylor, CEO: https://www.linkedin.com/in/justin-naylor-8790251/
Website (iTOO Specialty Risks): http://itoo.co.za/
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👀 Timestamps:
00:00 – Pre-Show Banter: New Guests, New Perspectives
04:55 – Meet Justin Naylor & The iTOO Story
11:25 – How iTOO Grew 10X in 10 Years
21:40 – Why MGA Models Must Evolve for Africa
32:15 – Partnering with Experts: The iTOO Growth Strategy
46:30 – Building a Claims Culture that Drives Broker Loyalty
56:10 – Tech, Digital Distribution, and Future Growth
1:06:15 – Final Reflections: Legacy, Growth, and Leadership
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🔥 Sponsored by Loro — The No-Code Platform for Specialty Insurance
Want to take your MGA online instantly?
Loro helps MGAs, carriers, and brokers quote, bind, and distribute insurance products at scale—without ever writing code.
✅ Launch your product anywhere in the world
✅ Complete quote-bind-issue workflows
✅ Real-time reporting, oversight, and compliance tools
🔹 Learn more: https://www.loroinsurance.com
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Let’s build the future of MGAs—together.
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