When Dan Garzella moved to Arizona with just $500 in his pocket, insurance wasn’t the career he had in mind. With a degree in computer science and information technology, he imagined a future in tech.
But when Farmers Insurance recruited him, he discovered something that changed the
trajectory of his life: the chance to build a business, earn residual income, and control his own destiny.
That leap of faith turned into one of the most inspiring journeys in the insurance industry today. Dan rose to become one of Farmers’ top agents nationwide before striking out on his own in 2014 with Garzella Group. From scratch, he scaled it organically to nearly $78 million in premium in just over a decade. Along the way, he launched Darkhorse Insurance Brokers – a platform helping other agents build their own agencies and expanded into a portfolio of six insurance related businesses, each designed to solve industry challenges with forward thinking technology.
For Dan, AI isn’t an afterthought. It’s foundational. It is for us at OpenDialog too.
Solving Industry Challenges with Technology
Every company under the Garzella umbrella has been built on the same principle: see a challenge, solve it with technology, and then scale the solution. From proprietary rating systems to an agency management platform, Dan has repeatedly used his IT background to create tools that streamline workflows and unlock new opportunities.
As he puts it:
“I solved for it, and then I looked to monetize it and use it to help others.”
That mindset is now steering his embrace of AI.
Where AI Creates the Biggest Impact
Dan sees AI as transformative in two key areas of insurance:
Personal Lines and Small Business Insurance – With razor-thin profit margins, shrinking carrier appetite, and rising staffing costs, this segment has become one of the toughest in decades. Dan believes AI is the long term solution. By enabling one person to do the work of many, AI doesn’t replace jobs it makes agencies more profitable. That profitability, in turn, allows leaders to pay people more and reinvest in growth.
Complex Commercial Insurance – For larger, more complex risks, AI adoption is slower due to the nuanced sales processes involved. But even here, Dan believes AI can take on the heavy lifting of data collection and process management, freeing experienced brokers to focus on consultative, high value work.
“It’s not about replacing people. It’s about allowing them to spend their time where they add the most value.”
Practical Applications: From Prospecting to Productivity
One of Dan’s immediate use cases for AI is prospect re-engagement.
Insurance producers often fail to circle back to prospects they quoted in past years simply because the time burden outweighs the payoff. AI can handle that follow-up automatically, surfacing the right opportunities and handing them back to producers at exactly the right moment.
Similarly, Dan sees AI reducing the time agents spend on data entry and administrative tasks. Instead, they can focus on what matters most: knowing the products, consulting with clients, and building lasting relationships.
Owning AI Strategy at the Top
Right now, Dan himself is the “AI guy” inside his companies. His tech background gives him the ability to lead projects directly with developers and AI partners. But looking ahead, he envisions appointing a dedicated AI leader – whether as a CTO-type role or a specialist focused solely on keeping ahead of AI’s rapid evolution.
For him, AI isn’t just another tool in the kit. It’s a board-level strategic priority that will determine who thrives and who falls behind.
Lessons from the Journey
Asked what advice he’d give his younger self or other leaders starting to experiment with AI – Dan is clear:
Don’t wait. Move forward and try things.
Expect evolution. The first version of AI may not work as planned, but every iteration gets better.
Stay open minded. What looks like hype today often becomes tomorrow’s standard.
Looking Ahead: Seamless AI + Human Teams
Dan’s vision for the future of AI in insurance is seamless collaboration between AI and human agents.
He predicts a world where up to 25% of policies could be sold entirely through AI end-to-end, without human involvement. But for the majority, AI and people will work side by side, with AI doing the groundwork and humans stepping in where empathy, trust, and expertise are essential.
“I think of it as teamwork, AI coordinated with a live person. That’s the future.”
A Growth Mindset for the Industry
For Dan Garzella, growth isn’t optional.
“Some people get scared of the evolution of technology,” he says. “I’m a firm believer that you’re either growing or you’re dying. If you do nothing, you’ll fall behind. The key is to keep moving forward – try, learn, and adapt.”
With nearly $100 million in premium already in sight and AI deeply embedded in his strategy, Dan is proving that the future of insurance belongs to those bold enough to embrace change.
If you want to see how we can help you too, contact us at [email protected]
