RICK DEMKO, LUTCF, LACP Rick Demko Chose Insurance, Life Insurance Chose Him

Life insurance took main stage for Demko after a case early in his career gave him a new focus.

By Mark Briscoe

Rick Demko, LUTCF, LACP, thought he had his career path settled years ago as a multiline agent in St. Louis. But that was before life insurance chose him.

Demko, 39, put a lot of thought into what he wanted to do for a living. He did research, interviewed producers in the field and gave his future career path intense consideration. All of which led him to begin his career as a State Farm agent offering home, auto, life and all of the company’s different lines.

“That’s what I wanted,” he said. “I wanted to be able to sponsor the local soccer team at the high school. I wanted everyone to know who I was. I loved the idea that whoever walked in, I could help them in some way.”

Then, due to a case early in his career he was unable to write, life insurance took main stage and Demko knew he had a new career focus. “I chose insurance,” he said, “but life insurance chose me.”

“It’s one of those sad stories that I often explain as my ‘why’ when I teach new agents,” he explained. “I had to reflect very deeply about what I could have done better, though I don’t think there’s anything else I could have done. But it would have made a multi-generational difference for a young family. And at that point, I knew I was a life insurance guy.” through extremely difficult circumstances. “Some producers are a little shocked when I tell them I’ve paid around 100 death claims,” Demko said. “That seems like a very large number. I’ve heard people talk about assets that they have under management and the number of clients that they’re able to have. I talk about death claims. The reason is that those are real dollars that I’ve seen help a lot of different families.”

Drawing On Industry Stalwarts

Demko has brought hundreds of producers into the industry and provided them with mentoring and training. For new agents to find success, he believes, they should draw on the expertise of industry veterans.

“Our industry is really a game of survival,” he said. “For the guys who’ve been around a long time, there’s a reason why they’ve been around a long time, so it would be silly not to tap into that knowledge and experience.”

In 2013, Demko founded the Guardian Group, a brokerage now based in Houston with agents in 23 states from Florida to California. The group is a boutique firm providing consumers with life insurance products for supplemental retirement income, legacy planning and final expenses. Demko and his agents also handle referrals of cases other producers may have trouble placing because they have different practice specialties, lack access to products or come up against underwriting issues.

Demko takes great pride in helping his clients and providing great service, often when those clients are going

That’s what Demko was able to do earlier in his career, thanks to NAIFA, which he joined in 2015. “When I was in St. Louis, I was fairly well connected,” he said. “In Houston, it’s a very large market, and I didn’t know anybody, so I needed to surround myself with other professionals. Instead of floundering through my own career, I decided to benchmark with folks who had already done what I’m trying to do. And NAIFA was really the gateway for me to do that.”

He is now the president of NAIFA’s Houston chapter and is active in NAIFA’s political advocacy initiatives, both in Texas and on the national level. “I would not be in this business if it were not for NAIFA,” he said. “It’s just too tough of a business [to do it on your own].”

Serving The Community

Demko’s commitment to service extends to his community, where he volunteers with the Spring, Texas, fire department and is active in the local Rotary Club. These pursuits have also helped him in his career.

“Being at a pretty high level within my industry and then getting my butt kicked and being humbled again in the fire department has made me better in all areas,” he said. “And I joined Rotary because I wanted to be a better producer, but I got involved and engaged and learned how to serve. As a by-product, Rotary has paid me back more than I feel like I can serve it.”

Finding Where You Belong

Looking forward, Demko says he is always exploring different options and “looking for tires to kick.” As his practice has thrived and he has received more referrals, he has taken on a growing number of higher-premium cases. But he says he won’t abandon his roots, what he calls the “little check — big check” cases, where his clients pay the little checks, and in their time of need, he presents them with a big check.

“If you can really, truly master one side of the business and you enjoy it and you’re providing a high level of service, maybe that’s where you belong,” he said. It’s no wonder life insurance chose him.