Manuel Vidal, CEO, Premium Finance Group

In an interview with Invest:, Manuel Vidal, chief executive officer of Premium Finance Group, shared insights on his firm’s niche approach to premium financing, the impact of rising interest rates, the advantages of working with regional banks, and the importance of flexibility and long-term client relationships. “Long-term success means staying true to what works rather than chasing trends,” he said.

What sets your approach apart in the premium finance space?

Our niche is highly specific, catering to ultra-high-net-worth individuals. The structure we offer remains the best option for those needing significant life insurance while maximizing savings.

We’ve continuously refined our approach to create the strongest structure in the market. At the same time, we explore additional financing methods — such as cross-currency financing. For example, borrowing yen instead of dollars can generate significant savings, though it comes with currency exchange risks. However, strategies exist to mitigate those risks.

By constantly evaluating key business drivers, we expand our offerings without compromising our core approach. It’s about providing clients with more options while staying true to what has made us successful.

What are the key trends shaping premium financing and high-net-worth insurance

landscape today?

One major trend shaping the industry is the impact of rising interest rates. The recent rapid increases have required us to think creatively, ensuring we can support clients without needing to unwind transactions. Our firm stands out for its disciplined and conservative approach — something our clients frequently acknowledge. This intentional conservatism allows us to maintain ongoing conversations as market conditions evolve. When interest rates surged, we were able to reassure clients by pointing to our prior stress tests, demonstrating that they were well-positioned for such fluctuations.

Another significant trend is the increasing involvement of banks in the premium finance space. This shift is evident in our own business, as we recently signed a third-party agreement with a major international bank to serve as their insurance provider for high-net-worth clients. This partnership reflects the growing recognition of premium financing as a strategic financial tool.

A key differentiator for us is that we are one of the only family-owned companies in this space. This adds a level of responsibility and accountability that we take very seriously — our reputation is everything. Credibility is the foundation of our business, and losing it would mean losing everything. As a result, we are exceptionally careful in structuring deals and setting expectations, ensuring we provide long-term value and stability to our clients.

How has your approach evolved in response to these market conditions?

Our approach has continually evolved to adapt to shifting market conditions while maintaining a steadfast commitment to stability and client success. The one constant in our industry is change—whether in interest rates, financial products, or our clients’ personal financial situations. Through years of experience, we’ve learned that a conservative, forward-thinking strategy from the outset of the sales process leads to the best long-term outcomes. By combining prudence with flexibility, we ensure our clients are well-prepared to navigate any market fluctuations or financial challenges with confidence.

How does your approach to stress testing set you apart in the industry?

Our approach to stress testing is distinguished by our commitment to proactive risk management and client transparency. We go beyond standard assessments by thoroughly analyzing every variable that could impact the transaction, ensuring our clients have a clear understanding of potential risks and opportunities. By fostering open collaboration, we incorporate valuable insights from our clients, often uncovering innovative solutions that enhance decision-making. Our goal is not only to minimize risk exposure but also to empower clients with the confidence and knowledge they need before making a commitment.

What does the process of closing a deal typically look like?

Our deals can take up to a year to close. It requires patience and a hands-on approach. We continuously update assumptions and proposals, ensuring clients feel comfortable while gathering necessary information for our third-party partners.

We act as the bridge between banks, financial institutions, and insurance carriers. Clients must be underwritten both financially and medically before securing life insurance coverage of $10 million, $50 million, or more — typically for estate tax planning or liquidity concerns.

Many clients have vast real estate holdings but little liquidity. I’ve met individuals worth $500 million with only $4 million in cash. If they pass away unexpectedly, their families may be forced to sell assets at an unfavorable time. Life insurance prevents this, but large policies come at a high cost. That’s where we step in, structuring financing solutions to avoid massive upfront premium payments.

What are the biggest challenges in structuring these deals?

A successful deal depends on strong relationships with banks and insurance companies. Clients must pass financial and medical underwriting, and sometimes medical issues arise that prevent a deal from moving forward.

On average, deals take four to six months, but some extend up to a year. It requires persistence and commitment — many firms aren’t willing to invest that level of time. But building trust is crucial, and that takes time.

How do regional banks compare to larger financial institutions in your industry?

Regional banks and larger financial institutions each serve distinct roles in the market, and by maintaining strong relationships with both, we can offer our clients a broader and more tailored range of services.

Larger institutions often provide a more comprehensive suite of financial services, including wealth management, investment advisory, and trust services—areas where regional banks may have more limited offerings. However, regional banks excel in personalized service and local market expertise, which can be highly valuable for certain clients.

Some clients seek a full-service financial relationship, while others may already have existing partnerships and are looking for a specialized institution to meet specific borrowing needs. Our flexible structure allows us to navigate these varying needs effectively. Additionally, we have access to top-tier carriers in the insurance industry, enabling us to advocate on behalf of our clients and secure the best possible solutions for them.

Looking ahead, what is your outlook and top priorities for Premium Finance Group?

It’s interesting when I get asked that because, at its core, our business model has remained the same. Over the years, we’ve matured as a firm, gained experience, and refined our approach — but our fundamental objectives haven’t changed.

Our priority is to continue being the best in our space. That means staying disciplined — never overpromising and always setting realistic expectations for clients. We also focus on strengthening our relationships with key carriers.

Beyond that, our long-term strategy is about consistency. We’ve been in this business for 24 years, and our track record speaks for itself. That consistency reassures our clients and partners, opening up even more opportunities for growth.

What drives your long-term success?

It comes down to passion and relationships. Long-term success means staying true to what works rather than chasing trends. The goal isn’t to reinvent the wheel but to refine it, improving our processes over time.

We are selective about who we work with, how we present our products, and how we serve clients. Consistency is key — not just in sales but in ongoing service and support. We continuously tweak and refine our approach to enhance the client experience.

People often ask where we see ourselves in 20 years. My response? Let’s talk about three months from now first. The economic landscape is unpredictable: tariffs, inflation, and Federal Reserve policies shift constantly. Even their interest rate projections aren’t always accurate. Rather than sticking to a rigid roadmap, we stay fluid. Flexibility lets us adapt to changing markets and client needs. While some firms rely on strict long-term plans, we find agility far more valuable.