Niche Agency Expanded Across Multiple States

Driven to Win - In Business and on the Track

As both a racehorse trainer and independent insurance agent, Monica Krummen has built Barnes Insurance Group into a niche leader in equine and farm coverage. With Smart Choice market access and ongoing support, she’s been able to expand placement options and grow across multiple states while continuing to serve Kentucky’s horse country.

Quick Win Stats

• Specialized niche in equine liability and farm coverage (Florence, KY horse-country market)
• Expanded coverage footprint across KY, PA, FL, NY, and WV
• 1,300+ race starts since 2010 with ~100 first-place finishes (deep industry credibility)

Agency Overview

The Challenge: Scaling a Niche Agency Without Limiting Growth

What Was Happening

• Strong specialization in equine liability and farm-related risks in Kentucky horse country
• Clients often needed additional coverages beyond horse liability (commercial auto, trucks/trailers, farm policies, workers’ comp)
• As an independent agency serving a wide spectrum of markets, the team needed broader carrier access for competitive placement
• Growing demand across multiple states increased the complexity of finding the right markets for each risk

Why It Mattered

• Limited market access could cap growth and restrict the ability to retain clients as their needs expanded
• Specialty risks require multiple placement options to stay competitive
• To remain a trusted advisor, the agency needed to solve more than one coverage need in one relationship

Smart Choice Solution: Market Access for Specialty and Spillover Risks

Programs & Support Used

• Market Access for broader carrier options
• Smart Start programs
• Smart Choice Express Markets for E&S placement
• Direct carrier contracts (when best-fit)

What Smart Choice Delivered

• Provided the market access needed to place specialty equine and farm-related risks, plus “spin-off” coverages
• Enabled flexible placement paths (admitted, E&S, or direct) depending on the risk
• Ongoing relationship support and guidance from the Kentucky State Director (Sheilia Royal)
• Continual exposure to new opportunities, markets, and solutions as needs came across the desk

The Results: More Options, More Coverage, More Growth

• Expanded beyond equine liability into broader commercial and farm portfolios as client needs evolved
• Maintained niche authority while increasing placement flexibility across multiple states
• Strengthened retention by becoming a go-to advisor for horse professionals and related businesses
• Continued discovering new markets and solutions through Smart Choice as new risks emerged

“Horse coverage is really interesting and challenging, and there are always other needs to spin off. Fortunately, Smart Choice has a lot of markets where we can place that business, so we're really grateful for that.” — Monica Krummen, Barnes Insurance Group

With deep industry credibility and the right network behind her, Monica continues to win on and off the track—serving a unique community with confidence, backed by Smart Choice access, support, and leverage.