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

Read Jason's previous Q&A from the April 2011 issue.

How did you determine that insurance was a viable careerchoice?
While dating my now wife just out of high school, my father-in-lawencouraged me to get into the industry at the time was selling forConseco Insurance. I saw the life and time that he wasable to provide for his family. His great involvement in thecommunity and the admiration of his clients and peers. Iwanted to help people while getting all the things he had acquiredthrough life. I saw insurance as that avenue. Read why Jason decided to start his own agency.

How does technology fit into your workstrategy?
My strategy is to find clients that are insync with the way I provide service and do business. Thechanging times are requiring us to sell, service, and communicatedifferently, creating new markets and ways to help. Beingmobile, paperless, and able to work from home, makes the brick& mortar shops nothing more than unnecessary, expensiveoverhead. My strategy is to be virtually different and withouttechnology this would not be possible. Face to face at their placeof comfort, usually at their house or place of business is mystrategy and technology makes this possible. Read about Jason's agency model.

What was the biggest challenge you faced in 2010 as ayoung agent, and how did you handle it?
Gettingcompanies and vendors to realize young agents want to sell,service, market, brand, and operate their agencies completelydifferent than the last 50 years. The clients that we aretrying to help (Gen Y & X) demand this. The cookie cutter, inthe box approach companies/vendors take to helping new/young agentsgrow or open their own agency does not work. Every chance Iget I make them aware of the request and needs of my agency andclients. I am really happy the way the companies are starting torespond.

Who do you look toward as a mentor in thisindustry?
I look to leaders of our industry through our greatassociations. These agents have walked the walk and talked thetalk about being who you need to be, while living in the leadershiprole. Getting to know your mentors by seeing their leadershipin action helps you find the kind of mentor that fits yourpersonality type. Allowing you to feel comfortable and confidentthat their information, and guidance will benefit you directly.

What skills do you think young agents will need in2011?
Young agents need the same skills that havebeen needed since the beginning of time. Being responsible,caring, hardworking, ethical and consistent. Also, we are in agreat time of change where we are going to be expected to deal withthe unexpected. When this occurs this is where young agentshave the leg up. By being nimble, outside the box, andwilling to except change will allow you to be able to take anunknown and make it your own. If really successful, otherswill call or write you to find out your skills and ways ofbusiness! What a great way to make your own way in this greatindustry.

Jason Cass was featured inthe April 2011 issue of AA&B. He isan owner/agent at JDC Insurance Group.