Jason Cass
Owner/agent
JDC Insurance Group
Awards: IIA Illinois Young Agent of the Year

Why did you decide to start your ownagency?
I decided to start my own agency because Irealized, like everything else, the insurance industry is changing,and it is changing fast. Yet the owners of many agencies areunderstandably resistant to the change that needs to occur. I hearthis from many agents. We must understand that the client's needsare demanding change. Starting my own agency was hard because theagency I was leaving was a great place, but I needed to look longterm.

How do you balance work and personallife?
In my opinion this is one area that can reallydetermine how successful you will be in your business life. Allthings in nature and life are balanced. I have a family with twosons. The quality of the time I spend with them is more importantthat the quantity of time. When I work, I work. When they want toplay, I play. Very rarely do I ever mix them.

What's a secret to your success?
Beinginvolved in your state and national associations is a hugeinvestment in your personal and business goals. This was anotherthing shared with me by my mentor and it has paid huge dividends.Participating in a learning, networking environment withenthusiastic young peers, as well as “tenured,” wise agents, willgreatly shorten a new agent's learning curve.

Describe your agency model.
I have amobile agency. I flipped the traditional model of an agency andinstead of changing my business to fit the client, I search forclients who fit my business practices. I live in a town of 15,000,and I would have to perform my job differently to appeaseeverybody. I may have to travel 100 to 200 miles for the clients Iwant to work with, but I'm going to find people who do business theway JDC Insurance does business. My mobile office is wherever myclients need me to be. I have a portable printer and scanner. I canpull over on the side of the road and issue certificates ofinsurance. I can conduct business and my clients have no idea I amsitting in a hotel in Washington, D.C. This saves me so much timeand money.

What new technologies should young agents use to get aleg up in the industry?
Agents should implement real-time rating, quoting and servicing forfast, efficient and paperless service. Cloud communications allowyou to travel and always be found, as well as having remote (cloud)access to information you need to help those who find you. Youroffice is always with you, if and when you want it to be. Also,blogging is the No. 1 way to be seen as a knowledgeable expert whoknows how to help people.

What's your mantrafor success?
“No one cares how much you knowuntil they know how much you care.” I was told this early on in myinsurance career by my mentor. This is a relationship business.Show people you care about them, their businesses and families andyour prospects and clients will then listen to you. This is a greatway to get around all the current objections about age andexperience that young agents face.