{"id":3636,"date":"2025-11-10T14:51:09","date_gmt":"2025-11-10T14:51:09","guid":{"rendered":"https:\/\/dev.opendesignsin.com\/insillion\/?p=3636"},"modified":"2026-01-09T05:26:03","modified_gmt":"2026-01-09T05:26:03","slug":"pc-mga-distribution-partner-expectations","status":"publish","type":"post","link":"https:\/\/dev.opendesignsin.com\/insillion\/blog\/pc-mga-distribution-partner-expectations","title":{"rendered":"P&#038;C MGAs &#038; Distribution Partnerships: The Agent Perspective"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1339.52px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:1.92%;--awb-margin-bottom-large:0px;--awb-spacing-left-large:1.92%;--awb-width-medium:100%;--awb-order-medium:0;--awb-spacing-right-medium:1.92%;--awb-spacing-left-medium:1.92%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\" data-scroll-devices=\"small-visibility,medium-visibility,large-visibility\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\" style=\"--awb-line-height:1.5;\"><p><span class=\"TextRun SCXW221932865 BCX8\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW221932865 BCX8\"><span class=\"TextRun SCXW130663863 BCX8\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW130663863 BCX8\">MGA101: How to Build a P&C Insurance Distribution Strategy<\/span><\/span><span class=\"TextRun SCXW130663863 BCX8\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW130663863 BCX8\"> is a discussion series hosted by <span class=\"NormalTextRun SCXW237981076 BCX0\"><a href=\"https:\/\/www.linkedin.com\/in\/christopher-lowell\/\" target=\"_blank\" rel=\"noopener\">Chris Lowell<\/a><\/span>, Managing Director at\u00a0<\/span><a href=\"https:\/\/innsure.org\/\" target=\"_blank\" rel=\"noopener\"><span class=\"NormalTextRun SpellingErrorV2Themed SCXW130663863 BCX8\">Inn<\/span><span class=\"NormalTextRun SpellingErrorV2Themed SCXW130663863 BCX8\">s<\/span><span class=\"NormalTextRun SpellingErrorV2Themed SCXW130663863 BCX8\">ure<\/span><\/a><span class=\"NormalTextRun SCXW130663863 BCX8\">, featuring <span class=\"NormalTextRun SCXW237981076 BCX0\"><a href=\"https:\/\/www.linkedin.com\/in\/alexis-cierra-vaughn-77573862\/\" target=\"_blank\" rel=\"noopener\">Alexis Vaughn<\/a><\/span>, insurance distribution <\/span><span class=\"NormalTextRun SCXW130663863 BCX8\">expert<\/span><span class=\"NormalTextRun SCXW130663863 BCX8\">\u00a0and CEO of <a href=\"https:\/\/offcourse.ai\/\" target=\"_blank\" rel=\"noopener\">Off Course Consulting<\/a>. <span class=\"TextRun SCXW1054468 BCX8\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun CommentStart CommentHighlightPipeHovered CommentHighlightHovered SCXW1054468 BCX8\">In this series, she<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a0<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">breaks down<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a09 key MGA distribution channels<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a0and<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a0provides foundational support<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a0for product innovators to<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a0<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">establish<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a0and strengthe<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">n<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a0their<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a0<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">distribution strateg<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">y<\/span><span class=\"NormalTextRun CommentHighlightHovered SCXW1054468 BCX8\">\u00a0and partnerships.<\/span><\/span><span class=\"EOP CommentHighlightPipeHovered SCXW1054468 BCX8\" data-ccp-props=\"\">\u00a0<\/span><\/span><\/span><\/span><\/span><\/p>\n<\/div><div class=\"fusion-content-boxes content-boxes columns row fusion-columns-1 fusion-columns-total-1 fusion-content-boxes-1 content-boxes-icon-with-title content-left\" style=\"--awb-border-radius-top-left:12px;--awb-border-radius-top-right:12px;--awb-border-radius-bottom-right:12px;--awb-border-radius-bottom-left:12px;--awb-title-color:var(--awb-color8);--awb-margin-top:16px;--awb-hover-accent-color:var(--awb-color4);--awb-circle-hover-accent-color:var(--awb-color4);--awb-item-margin-bottom:40px;\" data-animationOffset=\"top-into-view\"><div style=\"--awb-backgroundcolor:#f1f6fc;\" class=\"fusion-column content-box-column content-box-column content-box-column-1 col-lg-12 col-md-12 col-sm-12 fusion-content-box-hover content-box-column-last content-box-column-last-in-row\"><div class=\"col content-box-wrapper content-wrapper-background link-area-link-icon content-icon-wrapper-yes icon-hover-animation-fade\" data-animationOffset=\"top-into-view\"><div class=\"heading icon-left\"><h2 class=\"content-box-heading\" style=\"--h2_typography-font-size:24px;line-height:29px;\">Key Points Covered<\/h2><\/div><div class=\"fusion-clearfix\"><\/div><div class=\"content-container\">\n<p><span data-contrast=\"auto\">Alexis explains<strong> what distribution partners expect from MGAs<\/strong> beyond the\u00a0initial\u00a0pitch:\u00a0<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/p>\n<ul>\n<li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"2\" data-list-defn-props=\"{\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">A clear platform walkthrough and onboarding process<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/li>\n<li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"2\" data-list-defn-props=\"{\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Easy-to-use\u00a0agent and broker platforms<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/li>\n<li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"2\" data-list-defn-props=\"{\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Timely, direct access to underwriters when personalization\/clarification is needed.<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">She also outlines<strong> the ways MGAs can strengthen P&C distribution relationships<\/strong>: <\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<ul>\n<li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"3\" data-list-defn-props=\"{\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Offering quality continuing education<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/li>\n<li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"3\" data-list-defn-props=\"{\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Curating introductory and appreciation events that prioritize collaboration over selling.<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">Finally, Alexis offers <strong>guidance\u00a0on\u00a0proactively\u00a0recognizing and exiting distribution partnerships<\/strong> that\u00a0no longer deliver value.<\/span><\/p>\n<\/div><\/div><\/div><div class=\"fusion-clearfix\"><\/div><\/div><div class=\"fusion-text fusion-text-2\" style=\"--awb-line-height:1.5;\"><p><iframe title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/B0NuEN9ALXY?si=XIoEyrC2ZDQXdVoe\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<h2>What Distribution Partners Expect of MGAs<span data-ccp-props=\"\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"none\">Chris and Alexis have\u00a0already discussed\u00a0<a href=\"https:\/\/dev.opendesignsin.com\/insillion\/blog\/blog-pc-distribution-strategy-mgas\">where and how MGAs should approach distribution partners<\/a>\u2014but what else can they prepare to turn these conversations\u00a0into\u00a0successful\u00a0partnerships?<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<h3><span data-contrast=\"none\">Remember: A Demo \u2260 Onboarding for Agents and Brokers!<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/h3>\n<p><span data-contrast=\"none\">Many MGAs assume that pitching or explaining their product is enough to get agents and brokers on board.\u00a0In reality,\u00a0they'd\u00a0need a lot more information\u2014 distribution partners would like to understand the MGA's systems,<\/span><span data-contrast=\"none\">\u00a0how to navigate\u00a0their\u00a0partner platform, and\u00a0of course,\u00a0their product's\u00a0specifics\u00a0and\u00a0value\u00a0adds\u00a0offered.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">For example, consider a worker's compensation policy that has built-in risk monitoring technology. Employees might wear sensor-equipped vests that capture real-time safety data, helping employers reduce workplace hazards and make clear the conditions that trigger a claim \u2014 thereby reducing the circumstances under which a claim could arise.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">While an agent might be an expert in general liability, it\u00a0doesn't\u00a0necessarily make them an expert at your MGA's specific general liability product. This makes training essential\u00a0as\u00a0it helps agents and brokers<\/span><span data-contrast=\"none\"> clearly understand your product's USP in the market<\/span><span data-contrast=\"none\">,\u00a0also<\/span><span data-contrast=\"none\">\u00a0enabling\u00a0them to\u00a0offer\u00a0clients the most suitable\u00a0product\u00a0customization and\u00a0value.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<h3><span data-contrast=\"none\">Have easy-to-use Agent & Broker platforms:<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/h3>\n<p><span data-contrast=\"none\">Keep the\u00a0<\/span><span data-contrast=\"none\">distribution<\/span><span data-contrast=\"none\">\u00a0platform and tech easy to use. Complex,\u00a0<\/span><span data-contrast=\"none\">highly technical\u00a0platforms<\/span><span data-contrast=\"none\">\u00a0can deter distribution partners from using them\u00a0<\/span><span data-contrast=\"none\">consistently\u00a0<\/span><span data-contrast=\"none\">\u2014or\u00a0at all<\/span><span data-contrast=\"auto\">.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Alexis recalls a case from one of her startups where a staggering 46% of agents and brokers weren't logging onto the platform simply because it was too complicated to use.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Insurance\u00a0is still\u00a0deeply\u00a0rooted in\u00a0a\u00a0pen-and-paper\u00a0culture,\u00a0one\u00a0that\u00a0coexists with\u00a0modern\u00a0technological advancements.\u00a0To use Insurtech\u00a0effectively,\u00a0it must accommodate\u00a0insurance's\u00a0inherently\u00a0human-in-the-loop, relationship driven\u00a0nature,\u00a0Alexis reminds.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">She also adds that as a best practice, multiple\u00a0agents<\/span><span data-contrast=\"none\">\u00a0<\/span><span data-contrast=\"none\">at your MGA's distribution agency should be onboarded or familiarized with your partner platform, rather than relying on a single point of contact. Since agents often have limited time for training\u00a0and CE, distributing\u00a0MGA\u00a0platform\u00a0knowledge across a team reduces workflow disruptions when one person is unavailable or shifts companies,\u00a0ensuring\u00a0that your product continues to move through the pipeline\u00a0as usual.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<h3><span data-contrast=\"none\">Ensure that the distribution partners have\u00a0access\u00a0to underwriters:<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/h3>\n<p><span data-contrast=\"none\">Distribution partners need to be able to\u00a0quickly\u00a0communicate as and when\u00a0required\u00a0with the MGA's underwriter and claims leader\u00a0to\u00a0discuss personalization of quotes,\u00a0additional\u00a0benefits, etc.<\/span><\/p>\n<p><span data-contrast=\"none\">Agents and brokers' operational efficiency as part of a distribution network is completely reliant on the MGA's and carrier's systems and the ease of access they provide distribution partners with. Therefore, instead of only providing them with access to the salesperson or relationship manager, Alexis advises providing distribution partners with direct access to the underwriter involved.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"none\">Building a Strong P&C Distribution Partnership<\/span><\/b><span data-ccp-props=\"\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"none\">A\u00a0distribution partnership, once\u00a0established,\u00a0can be\u00a0nurtured\u00a0through\u00a0the\u00a0following\u00a0ways:<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/p>\n<h3>Offering Continuing Education:<\/h3>\n<p><span data-contrast=\"none\">Continuing\u00a0education provides\u00a0P&C\u00a0distribution partners not just with a deeper understanding of the product, but also creates repeated touchpoints with the MGA, fostering\u00a0engagement\u00a0and a sense of involvement in their product journey. This connection offers them reasons to choose\u00a0the MGA's\u00a0product alongside, or even over other well-established alternatives with attractive benefits.<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\"><a href=\"https:\/\/dev.opendesignsin.com\/insillion\/blog\/mga-distribution-channels-insurance-guide\">Brokers<\/a>, especially, are always going to have higher commission points\u00a0(depending on the\u00a0product)\u00a0because they work on behalf of the insured, not any carrier. As their job is not to sell insurance, but to consult clients on the best insurance products to\u00a0purchase, MGAs need to put in the effort to cultivate a relationship with them.<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\"><a href=\"https:\/\/dev.opendesignsin.com\/insillion\/blog\/mga-distribution-channels-insurance-guide\">Independent agents<\/a>, on the other hand, are focused on selling insurance products to their clients of their agency \u2014 MGAs should ensure that they receive great commission points and easy access to training. They can also provide distribution partners with different motivations like incentive contests, branded merchandise (Which Alexis loves!),\u00a0additional\u00a0gifts or gift cards, etc.<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/p>\n<h3>Curating Appreciation and Introductory events<\/h3>\n<p><span data-contrast=\"none\">These can be dinners or happy hours where the focus of the event is\u00a0free\u00a0continuing education and customer feedback, not product sales. These events can create a space for distribution partners to familiarize themselves with the MGA's product and get involved with the product journey, all without it being in the form of an unengaging class they need to take.<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/p>\n<h2>How to End an Unsatisfactory Distribution Partnership<\/h2>\n<p><span data-contrast=\"none\">Even after doing all the above, <a href=\"https:\/\/dev.opendesignsin.com\/insillion\/thought-leadership\/underwriter-distribution-partner-challenges-pc\">some\u00a0distribution partnerships may still fail to deliver mutually beneficial outcomes.<\/a> Knowing when to cut\u00a0ties, and\u00a0deciding the \"when\" proactively instead of reactively is how Alexis\u00a0advises\u00a0MGAs\u00a0to\u00a0approach\u00a0this situation.<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">While MGAs may not set minimums at the beginning of their distribution partnerships, it\u00a0is\u00a0important\u00a0that\u00a0they clearly communicate their expectations to their agents and brokers. If no business, or consistently poor-quality business is being written within the first year, their contract may be\u00a0discontinued.<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">This ensures operational resources are used\u00a0effectively\u00a0and that distribution partners\u00a0remain\u00a0committed to placing business with the MGA over competing alternatives.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p>\n<h2><span data-contrast=\"none\">Conclusion:<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"none\">Finally, Alexis emphasizes that while the above strategies may appear simple, effectively executing them requires deeper insight and industry experience. A skilled team with distribution\u00a0expertise\u00a0will allow MGAs to navigate the nuances that arise and turn planned outreach into meaningful long-term relationships.<\/span><span data-ccp-props=\"\">\u00a0<\/span><\/p>\n<\/div><div class=\"fusion-content-boxes content-boxes columns row fusion-columns-1 fusion-columns-total-1 fusion-content-boxes-2 content-boxes-icon-with-title content-left\" style=\"--awb-border-radius-top-left:12px;--awb-border-radius-top-right:12px;--awb-border-radius-bottom-right:12px;--awb-border-radius-bottom-left:12px;--awb-title-color:var(--awb-color8);--awb-margin-top:16px;--awb-hover-accent-color:var(--awb-color4);--awb-circle-hover-accent-color:var(--awb-color4);--awb-item-margin-bottom:40px;\" data-animationOffset=\"top-into-view\"><div style=\"--awb-backgroundcolor:#f1f6fc;\" class=\"fusion-column content-box-column content-box-column content-box-column-1 col-lg-12 col-md-12 col-sm-12 fusion-content-box-hover content-box-column-last content-box-column-last-in-row\"><div class=\"col content-box-wrapper content-wrapper-background link-area-link-icon link-type-button content-icon-wrapper-yes icon-hover-animation-fade\" data-animationOffset=\"top-into-view\"><div class=\"heading icon-left\"><a class=\"heading-link\" style=\"float:left;\" href=\"https:\/\/www.youtube.com\/playlist?list=PLTnXUxRSolkQ4HH9uctr74YUGisG2qlVB\" target=\"_self\" rel=\"noopener\"><h2 class=\"content-box-heading\" style=\"--h2_typography-font-size:24px;line-height:29px;\">P&amp;C Distribution: The Expert\u2019s Guide<\/h2><\/a><\/div><div class=\"fusion-clearfix\"><\/div><div class=\"content-container\">\n<p>Get leadership-level insight into how MGAs build solid, rewarding distribution networks in Alexis Vaughn\u2019s 3-video masterclass.<\/p>\n<\/div><div class=\"fusion-clearfix\"><\/div><a class=\"fusion-read-more-button fusion-content-box-button fusion-button button-default fusion-button-default-size button- button-flat\" style=\"float:left;\" href=\"https:\/\/www.youtube.com\/playlist?list=PLTnXUxRSolkQ4HH9uctr74YUGisG2qlVB\" target=\"_self\" rel=\"noopener\"><span class=\"fusion-button-text\">Watch Now<\/span><\/a><div class=\"fusion-clearfix\"><\/div><\/div><\/div><div class=\"fusion-clearfix\"><\/div><\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Many MGAs assume that pitching or explaining their product is enough to get agents and brokers on board. In reality, they\u2019d need a lot more information\u2014<\/p>\n","protected":false},"author":1,"featured_media":776,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[17],"tags":[48],"class_list":["post-3636","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-managing-general-agents"],"acf":{"event_date":null,"author_name":"Insillion Team","author_image":{"ID":3134,"id":3134,"title":"","filename":"Favicon-2.png","filesize":7655,"url":"https:\/\/dev.opendesignsin.com\/insillion\/wp-content\/uploads\/2025\/07\/Favicon-2.png","link":"https:\/\/dev.opendesignsin.com\/insillion\/blog\/digital-insurance-mga\/attachment\/favicon-2-2","alt":"Insillion Favicon","author":"1","description":"","caption":"","name":"favicon-2-2","status":"inherit","uploaded_to":3170,"date":"2025-07-31 10:29:21","modified":"2025-10-24 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