>> Instead, I'd recommend seeing brokers as external salespeople. If you make a product that is easy to explain and sell, and develop a first-class broker experience (receiving commissions, viewing book of business, CRMing with clients), they will actively convince their clients to switch to you at that one time each year. Brokers already have a rapport of trust with their clients, that you can leverage, even as an upstart, to win market share.
I think there are two (or more) positive aspects to the Vouch approach:
1. Vouch's distribution is fueled (in part) by relationships with investors (e.g. YC). YC's twice-yearly batch is a wonderful source of start-up business. I don't by any means think it is the only source of business, but that relationship is a positive for Vouch. I've not been through YC but imagine they're happy to recommend Vouch to the folks they're coaching through the year.
2. Intermediaries are rightly lambasted for many reasons, but I think it's silly to assume that the entities that control distribution are doomed. I agree with you that brokers can be valuable, but I think their value to Vouch is different. It isn't to help funnel business in the door (though perhaps that will come), but instead they are partners that can help Vouch scale its offering as start-ups grow and require more complex insurance. Vouch helps create a distribution channel the brokers today don't do a great job servicing, and it enables the business of those brokers when/if the underlying businesses are ready.