YOUNG AGENTS PERSPECTIVE

What have you learned from working with older generations? What do you feel they can learn from you?

I was very surprised to learn that most of the older generation are willing to be mentors even if you might be competitors. I like to think I have more experience with the digital world and social media. There are better ways of doing things with the utilization of technology versus some of the old ways things were done.

How have you seen changes in technology and communication impact our handling of risks, coverages, and claims?

There is a lot of outside data that companies have access to so they can better rate a risk. It can also be a time saver for us agents when data can automatically be prefilled. You can get more insight into a risk by looking at their website or social media. It seems like there are fewer field adjusters for claims, and they can utilize drones or other systems to get access to the information they need without even leaving their desks. This can be great for the handling of higher volume. However, it can take away some of the personalization when people feel vulnerable during a difficult time in their life.

What do you think will have the biggest impact on our industry in the next 5-10 years?

I think technology will have the biggest impact. We continue to see all the improvements and what it can do for us. The systems are becoming smarter and more streamlined.

Tell us a little about your background, current role, and how you got into the industry.

My great-grandfather established our agency in 1911, and insurance has been in my family for four generations, making me the fourth. Never in a million years did I think I would become the fourth-generation partner. I got my degree at a private art school (Ringling College of Art & Design) in Sarasota, FL, and pursued a career in abstract painting. While I was fulfilled in art and exhibiting my work, it, unfortunately, did not bring in a steady income. I decided to do the unexpected, utilize my retail sales experience over the years, and try out the insurance industry. I am currently a partner with my father (third generation) and have been in the insurance industry for a total of 10 years. Over the years, I’ve noticed how many insurance agents can bring in an incredible income while fulfilling their creative outlet. My father/partner is a musician, local historian, and he ran a cattle farm on the side for most of my childhood while serving in the insurance industry for 48 years. In a way, being in the insurance industry doesn’t diminish your talents or hobbies (unlike some careers) but can give you the best of both worlds if you’re doing your job right and enjoy what you do for a living.

What do you feel are the “new” challenges young agents face in our industry?

I don’t see any new challenges for us young agents but do place emphasis on the importance of customer relationships. From my perspective, my partner/father, who is a young 71, can reach a demographic of customers of like age. On the other hand, being a young agent gives me the upper hand of easily reaching fellow millennials or gen z’s that he would have a harder time relating to. Being young in this industry has other advantages, such as keeping up with our company’s current software upgrades, etc. There really isn’t a disadvantage.

What do you feel are the challenges young agents have always faced – and may continue to face - in our industry? When I started as a young agent in my twenties, I would, at times, feel inexperienced due to my lack of years of experience in the industry. I don’t face those challenges like I did due to a few key things to remember: it’s ok to ask questions. In fact, ask as many questions as you can to your company field rep, underwriters, etc. (that’s what they’re there for). It’s ok to not have all of the answers. If you don’t know the answer to your client’s question or how to navigate through an issue, ask and take in all of the information you can from those around you that have years and years of experience. No one becomes an expert overnight; it takes years, and even then, you’ll still have questions.

We operate in one of the most multigenerational workforces of all time. How do you feel that impacts the culture of our agencies and our industry?

As I previously said, as a millennial, we have an advantage of reaching our growing demographic of young people. We have an advantage of utilizing social media platforms to market our agency. Since most of us are visual people, we make decisions based on online reviews, aesthetics of marketing, imagery, etc. This will, in turn, make us more aware of our current website and logo to see if our agency is giving off the impression of a fresh thriving business.

What have you learned from working with older generations? What do you feel they can learn from you?

I have personally learned a lot from working with my father. His 48 years of experience have played a very helpful role in that. Insurance is 90% interaction with your clients. You can know the manual like the back of your hand, but if you don’t have excellent communication skills, you’re going to find yourself at a dead end. I have learned the importance of projecting confidence in your ability, to be genuine, attentive, and, most importantly, be confident in what you’re selling. The basic 101 with my father is looking that person in the eyes, giving them a strong handshake, and standing up tall. In turn, I hope that my father has learned a thing or two from me. When I became partner, I immediately gave our agency a facelift with our website, marketing, business cards, etc. I also balance my father/partner by reminding him not to sweat the small stuff, not to let potential clients devalue your efforts, and take advantage of your time when you’re out prospecting new business. We value faithful customers and will take quality clients over quantity any day. Learn when to walk away and invest your time with dependable clients.

How have you seen changes in technology and communication impact our handling of risks, coverages, and claims?

The insurance industry is always changing, always evolving. I haven’t noticed a tremendous impact of changes, but I feel like technology has played a helpful role in the efficiency of communication in the areas of risks and claims.

What do you think will have the biggest impact on our industry in the next 5-10 years?

As we saw back in 2020, the insurance industry is an essential business. We are also recession-proof. The only thing I would foresee as a threat or issue is the growing dependency on technology (mostly by young generations) that would cut out our job as the agent. This would involve customers going direct to the company. I believe in the importance of servicing the customer the old-fashioned way of physically meeting a client or doing business over

April 13-14

Holiday Inn ■ Bloomington/Normal, IL

Day and a half Program focused on Professional Development, Personal Growth, Leadership Skills, and Relationships

Designed to meet the needs of everyone in our industry young agents, veteran agents, CSR’s

9 hours continuing education (pending approval)

Registration Fee: $130

(includes all education sessions, breaks, meal functions, time with exhibitors, and social function with drink tickets.)

Click here to secure your hotel room!

Thursday evening social event.