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Join The Insurance Nerd In Chicago on October 6th for Insurance Nerds Day - go to InsuranceNerdsDay.com for more info!  A few weeks ago we interviewed Michael Gay about his career creating and building MGAs/programs. This week, I interviewed John Willemsen of Arch Re. John also has a career in the program space, but John is on the other side. Every program needs capacity and John has built a career of providing capacity, paper and back office support for program administrators. In this episode John zeros in on the 5 things he looks for in a program: 1. Reputation2. Quality of data3. Underwriting Acumen4. Premium Size and/or potential of 5 Culture We also discussed how startups, without the benefit of many of these important traits, should think of operating to get the backing of the industry. As a startup myself, I learned a ton from John's wisdom.   CONNECT WITH JOHN WILLEMSEN: LinkedIn: https://www.linkedin.com/in/john-j-willemsen-28b60b14/ MENTIONED IN THIS EPISODE:Target Market Association: http://targetmkts.com/  BOOKS RECOMMENDED BY JOHN: Books by Malcolm Gladwell: https://amzn.to/2OHl8sv The Subtle Art of Not Giving A Fck by Mark Manson: https://amzn.to/2OEAhuO The Purple Cow by Seth Godin: https://amzn.to/2nInHz1 The Art of War by Sun Tzu: https://amzn.to/2vR82SD  SUBSCRIBE AT:Buzzsprout RSS: https://goo.gl/5K4X3QGoogle Play: https://goo.gl/WMAvW4 iTunes: https://goo.gl/7SqwvP Overcast: https://goo.gl/8b4cbD  Spotify: https://goo.gl/niAbGN  Stitcher: https://goo.gl/DmE7Mi YouTube: https://goo.gl/1Turar