TELLUS BROKERAGE TELLUS BROKERAGE CONNECTIONS CONNECTIONS
PUTTING HIS MONEY WHERE HIS HOPE IS IN THE FIELD
BUILDING BUILDING THE THE FUTURE FUTURE OFOF BROKERAGE, BROKERAGE, ONE AGENCY ONE AGENCY AT A TIME AT A TIME
insurance business was like and how dif- representative and wealth consultant, ficult it is to get started. But he said, ‘If you while Kenyatta is the firm’s marketing have the talent and persistence, you can support specialist. push through all of that and you can find “My daughters have been around the yourself doing really well in this business.’ financial services industry their whole I looked at him and said, ‘I want to be that lives,” he said. “From the time they were guy.’ And I started out selling insurance young, I would take them to conferences door to door.” with me, and they would help work the Within 12 months, Royster was one of booth in the expo hall. I told them that the company’s top producers. Soon after- the financial services field gives you the ward, the company offered him an oppor- opportunity to make money, to help peotunity to relocate to the Norfolk/Virginia ple and to have control over your destiny.” Beach area to support another agent. But Royster said he tries to give his daughwhen Royster arrived in his new location, ters the freedom to criticize him if they he discovered the agent had quit that disagree with how the business is run. Yet same week to work for another insurance he also wants them to understand that company. as their father, he wants to give them his “So, you can imagine what that was like best counsel as he leads the firm. for me, 25 years old, just moved to some First Genesis serves a white-collar clisee 10%+ BGAs see 10%+ in growth their in their place where I didn’t knowBGAs anybody. But entele that’s about 90% Black, Roystergrowth said. I had good management and good men- year “We servewhen a lot of business owners, first fullyfirst engaged year when fully engaged tors, and they said, ‘Listen, this is a great and we have had a strong presence in the with Tellus with Tellus opportunity to make a name for yourself. clergy market for a number of years. We Now all the client company accounts that have a niche market with pharmacists are down there, they’re all yours.’ Because and dentists. Because we have so many that agent wasn’t independent. He worked universities in this area, we have a lot of for the company, same as I did. He didn’t clients who are deans of schools and deexpert, dedicated Utilize expert,staff dedicated staff own the book of business.”Utilize partment heads at universities. We also After a few years, Royster was offered a no have college basketball coaches and referwith membership withfees no membership fees job with MetLife. He became a financial ees as clients.” planning director for MetLife in Atlanta, Royster said his clients are looking for growing his office from $75,000 in fees to education as well as for financial services. $500,000 in fees in five years. “We want people to know what it is that He retired from MetLife in 2016 (“I owe they’re doing with their money,” he said. Gain Gaincarriers direct access to carriers that company a debt of gratitude”) and direct “I don’t want clients access to say, ‘I just turn my to and and online resources started First Genesis of Virginia. “I’m ful-online money over to himresources and he handles it.’ I ly independent now. But from 1996 up to want them to know how money works.” now, I’ve always run my own shop. Paid At 59 years old, Royster is beginning to my rent and my expenses, same as any think about the future of his practice as other business owner.” he advises his fellow professionals about Royster said his experience in running transitioning their practice when they apExploit new technology Exploit newand technology and his own shop gave him knowledge that he proach retirement age. competitive compensation competitive compensation wants to transfer to those who affiliate “It’s all about investing in the junior with Heritage. associate,” he said. “The transition can“Just like in every industry, there will be not be just about you. It must be about some who want to be the CEO and oth- their development and their taking over ers who will say, ‘You know what? I’m just for you and their being not you but better really good at being a sales rep. That’s all than you.” I want to do. But I want to be well supported and well developed.’ And we will Susan Rupe is manoffer help and support no matter what aging editor for InsuranceNewsNet. they want to do.” She formerly served as communications www.marketing.tellusbrokerage.com www.marketing.tellusbrokerage.com
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agents’ Royster didn’t have to go far to find help surance Pat Wedeking 206.200.1996 Pat Wedeking at 206.200.1996 association and was an at award-winning for his practice at First Genesis. His two newspaper reporter and editor. Contact daughters, Kenyatta and Danica, work her at Susan.Rupe@innfeedback.com. with him. Danica is a financial services Follow her on Twitter @INNsusan.
October 2020 » InsuranceNewsNet Magazine
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