In a state with a reputation for strong agent associations andan era ripe with agency succession issues, the existence of astructured support system for new agents would appear to be agiven. However, as is often the case when people make assumptions,there is a gap between what is needed and what is actuallyavailable.

Until this past October, Florida was one of only a handful ofstates that did not have a Young Agents Council, better known as aYAC. Perhaps Jeff Grady, the president of the state's largestassociation, Florida Association of Insurance Agents (FAIA),finally had his eyes opened while attending national associationconferences and hearing about the benefits of the programs. In anycase, FAIA's YAC is now up and running after a kick-off attended bymore than 100 at the October Management and Automation TrainingSeminar in Orlando.

Melissa Champany was lured from her independent agent positionin the Crawfordville office of Rogers, Gunter, Vaughn to bestatewide YAC coordinator. In order to join FAIA's YAC, candidatesmust be employed at a member agency or company and be under 40 orin the business less than 10 years. Annual dues are only $50, with$20 of that going to the association's Political Action Committee(PAC).

When Florida Underwriter spoke with Champany, some 60 agents hadalready signed up following announcement of the Council's creation.She was busy recruiting her first-year membership goal of 250,hitting meetings around the state, speaking to new licensees, andmaking plans for YAC activities at the Legislative Fly-In in Marchin Tallahassee and at the summer convention.

“We know there is a desperate need in our industry among ourgreat young professionals who need to feel they belong,” she said.“There's not a better way I can think of than to have a council tobring them together to share experiences with others in their sameexperience and age bracket.”

She predicted new agents will be excited to learn how they fitin and what they can do. “At the Fly-In, they'll learn what'grassroots' is all about, and I expect a high percentage will befirst-timers,” she said.

Fees for the weekend of March 29-30, will cover variousbriefings, information on lobbying and the legislative process asthey relate to insurance issues, speeches by state officials, aT-shirt, lodging, and some food and social time. Champany ishopeful brokers will send some of their younger agents to gain thebenefits of the experience.

YAC members also will be included in meet-and-greet sessionsaround the state with local elected officials, and they will havetheir own segment at FAIA's big convention in June in Orlando.Information on the group is available at the association web site,www.faia.com.

What Young Agents Need

“Young agents don't need motivating,” Champany says. “They needthe arena to express their passions. They want to get involved. Ispend hours on e-mail with them. They're asking for leadership andsales skills, a place to talk to others in the industry and makeconnections for markets. And they want to be able to socialize witheach other – to feel like they belong.” She said that they wanthelp understanding legislative issues, often complaining that they“don't have time to read all this stuff.”

Sales reinforcement will come through FAIA's well-establishededucation network with special classes offered to fit theirexperience. FAIA staff, including Vice President for Education LisaHarrington, along with Champany and Kay Bishop, will teach thespecial components. The materials also will be available in theformat many younger professionals prefer – online. A blog is in theworks, and online mentors will be offered. Meetings will be timedto fit their busy schedules.

In the five-year plan Champany submitted to the FAIA board lastmonth, she planned to show how retired industry veterans would beincorporated. “I will engage everybody,” she said.

YAC Structure

The organization comprises a governing council with task forcesand initial chairpersons for membership (Phil Yanan of WilsonWashburn & Forster in Pinecrest), events, and the PAC (RobertLudwig of Ludwig-Walpole, Sarasota, serves as chair of both fornow). Other board members are Cory Broadway of J. Rolfe DavisInsurance, Maitland; and Scott Corkhill of Thomas E. CorkhillInsurance, Orlando. Quarterly meetings and monthly conference callswill keep everyone in touch.

Local agencies will sponsor social gatherings, with FAIA membershelping. A membership directory will be constructed and a code ofethics will be stressed to offset some fears of agents beingstolen. Meetings won't be recruiting venues, according toChampany.

Chairperson Represents Next Generation

Chair of the Governing Council is Brendan Lynch, 28, ofPlastridge Insurance Agency, the oldest agency in Palm BeachGardens. An active member in the firm passed from his grandfather –his father now owns it, and Brendan and his brother help run it –Lynch grew up in the industry. He understands the support youngagents need from agency owners for the time off, money, andcommitment required to further their education, and leadership.

A veteran FAIA supporter, Lynch is a product of theassociation's Elite Sales Force program and the Future FloridaInsurance Leaders, created by Lisa Harrington to help develop thenext generation. Last fall, Lynch attended his first IndependentInsurance Agents & Brokers of America (IIABA) nationalconference as a YAC representative, where he saw that other stateshad successful YACs and Florida did not.

“[I operate] here in our own agency and (our) own little world,perpetuating my agency. I didn't realize the industry as a wholehas the same kind of issues. I realized there were 48 states wherea YAC at least exists and most are very active and well run. Mostimportantly, they had relationships with companies,” he said.According to Lynch, some groups operate on funds strictly fromcompanies and carriers. But the vast majority are funded andsupported by state associations, with contributions by carriers. Hesaid he found this “really neat – it solidifies relationships. FAIAwas very supportive, and companies I've talked with want to besupportive – they're calling me.”

Meeting Structure

“I would like our gatherings to consist of a mix of company repsand young agents looking to meet other young agents and solidifythe bond with companies they represent. It might be an extra edgeyou can pick up in sales training or any extra connection tocompanies that can help you compete,” Lynch said.

“The venue could depend on what each meeting is about. Some willhave classes, some socials; it will vary from meeting to meeting.Some may be political, to update on what's happening.

“My dad's been in politics most of my life; I haven't yet,probably in the foreseeable . . . in the future. Everybody realizesthe importance of staying on top of legislation, but it's not asexy topic and it won't bring people to a meeting. It will be partof other things offered.

“We're laying a strong foundation and building on it,” Lynchcontinued. “I want to have our direction before we have a500-member base. Momentum will be strongest going into theconvention and then after, but we're not waiting until then. It iscrucial that people get onboard, pre-convention, to takeadvantage.” Lynch said that in the past four or five years he hasnoticed more young agents than ever before at the convention.

“It used to be owners and principals. Now, I think a lot arepeople who want a competitive advantage as producers. They have anopportunity to meet different reps.”

One part of the young-agent population is already active infinding ways to meet, greet, and network. Members of IIADC(Miami/Dade County) YAC started gathering regularly in November,reviving an earlier group from the late 1980s. Lynch stressed that“young” clearly means young in experience. The FAIA YAC doesn'twant those in their second or third careers to feel excluded.