The Best Level-Funded Brokers Think Differently | With Victoria Armstrong

What separates the brokers who consistently win level-funded business from those who struggle?

In this episode, Tom Stein, CEO of American Trust Administrators (ATA), sits down with Victoria "Torri" Armstrong, one of ATA's most experienced broker support specialists. Every day, Torri works directly with brokers, underwriters, and employer groups, giving her a unique perspective on what actually leads to successful level-funded cases.

Together, Tom and Torri discuss the habits, systems, and mindset that separate great brokers from average ones—and why the best producers focus on education, preparation, and long-term relationships rather than simply chasing the lowest premium.

In this episode you'll learn:

• Why level-funded cases require just a little more information upfront—and why that pays dividends later.

• The underwriting documents that dramatically speed up quoting and improve accuracy.

• Why employer education is often the deciding factor in whether a case closes.

• The biggest misconceptions employers have about self-funded health plans and stop-loss insurance.

• Why the best brokers act as trusted advisors instead of insurance salespeople.

• The difference between maximum-funded and minimum-funded plans—and why most new groups should avoid minimum funding.

• How claims reporting helps brokers improve renewals and lower long-term healthcare costs.

• The common characteristics Torri sees in the brokers who consistently build successful level-funded practices.

Whether you're writing your first level-funded case or looking to grow your self-funded business, this conversation is filled with practical advice from someone who helps brokers navigate these challenges every day.

If you're committed to becoming a better advisor and helping America's small businesses take control of healthcare costs, this episode is for you.

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