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when clients, underwriters or brokers miss the detail, it can all go pear-shaped come claims time. That really stuck with me. A few years later I moved into broking, because it felt like you could have more direct impact — helping clients make better decisions upfront rather than dealing with the consequences later. That desire to help clients get it right from the beginning has stayed with me ever since. What’s the biggest challenge you think the profession needs to be ready for in the near future? I think one of the biggest challenges is keeping up with how quickly risk is evolving — while also lifting the level of advice we give. A good example was the recent cyber attack on the Canvas learning management system, which hit globally and impacted a number of our school and university clients here in Australia. Not that long ago, we would have connected clients to their insurer’s response team and watched it play out. This time, we found ourselves dialling into National Office of Cyber Security calls, seeing government departments come together, and then translating that into practical updates for clients in real time. It really showed how much the role is changing. Clients are dealing with more uncertainty than ever and expect clear, tailored advice. We can’t just place products — we need to genuinely understand them. Tech and AI will help, but they’re only as good as how we use them. The real opportunity is combining that with strong judgement and experience. What does being a trusted adviser mean to you beyond the transaction, and how does that expertise show up when things get difficult for a client? For me, being a trusted adviser is really about what happens outside the renewal cycle. It’s not just placing cover — it’s understanding how a client operates and using that insight to add value year-round. A big part of that is sharing what we’re seeing across our client base. After a run of copper cable theft claims in Victoria, for instance, we started talking to similar clients about what was actually happening on the ground — because simply replacing the cable doesn’t work. The thieves often come back. It’s about learning from that and looking at smarter ways to reduce the risk. More recently, we’ve been working through the cost of replacing stained glass windows and lead lighting, which has opened up important conversations with clients about true
replacement values and the limited number of skilled trades available in Australia. It’s those types of insights — real, practical, grounded in experience — that help clients stay one step ahead. That’s what builds trust. What does becoming a finalist of the 2026 Broker of the Year mean to you? I’m genuinely honoured to be named a finalist. More than anything, it’s a reflection of the people around me — our teams and our clients — who I get to work alongside every day. I’ve always enjoyed the technical side of what we do and finding better ways to solve problems, whether that’s mentoring others, working on product improvements or helping clients navigate more complex risks. To have that recognised is really special, but it’s definitely not something you do on your own. I also see this stage of my career as an opportunity to give back to an industry that has given me so much — supporting, mentoring and working alongside the people coming through. And I’d like to recognise Steve Ball, my former manager from my JLT days. Having the award carry [Steven Ball’s] name makes this especially meaningful. His impact is still felt today.
and regional South Australia. My focus was always on showing up for clients every year to review their policies and acting in their best interest when recommending sickness and accident cover. That client-focused approach didn’t go unnoticed. Over time, many clients told me: “Singh, you would make a good insurance broker” — and they often asked why I didn’t offer a broader range of products, saying they’d value the chance to work with me across other types of cover too. Their feedback planted the seed for my move into broking. Starting as a greenfield Authorised Representative wasn’t easy. Many AR groups weren’t keen to have us on their networks. But the encouragement of our clients and our desire to make a difference kept us going. We had our humble beginnings with Insurance House in Adelaide in 2015, starting from no client base and learning every day. Today, we have offices in Sydney and Adelaide and a team of eight. What’s the biggest challenge you think the profession needs to be ready for in the near future? I see several interconnected challenges ahead. The effective adoption of AI and automation will be essential as we continue to operate in an increasingly digital environment. AI is unlikely to replace insurance professionals — but it may replace those who don’t embrace and use these tools effectively. At the same time, strong industry knowledge, product expertise and high professional standards will become even more important as clients expect greater value and more sophisticated advice. Greater transparency around commission disclosures will also require brokers to continually demonstrate their worth through skills, expertise and consistent service — not simply assume it is understood. And as client awareness and expectations continue to grow, we may see additional legislation and a more robust regulatory framework, requiring brokers to stay agile and maintain strong compliance standards. “Trust and respect are earned over time through genuine relationships, a consistent duty of care, and doing the right thing because it’s the right thing to do.”
“Having the award carry [Steven Ball’s] name makes this especially meaningful. His impact is still felt today.”
Harpal Singh, Insure Today – Broker Connect NSW/ACT State Finalist
How did you get started in the insurance broking profession?
My journey in insurance began in 2008 as an Insurance Sales Representative with Ace Insurance, serving clients across metro
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