Matt Frierson, CIC
Partner, Pierson & Fendley InsuranceAgency
Years at company: 9 years 
College: Texas A&M University, '97; MBA: SamHouston State University, '98
Organizations & Awards: IIAT Young Agent ofthe Year 2011, Independent Agents of Paris

How do you balance your personal life withwork?
It's a challenge for sure. I work with myfather-in-law and brother-in-law, so sometimes it is difficult tosee one another outside the office and not have business creep intothe conversation. But my wife does a great job of making sure Idon't lose sight of identifying myself too closely with workinstead of being a good father and husband. 

What do you see young agents struggle with in theirfirst years in this industry?
1. Making that initial call to a prospect. It can beoverwhelming, but the worst they can say is no. At its best, youget to help someone protect the very things crucial to theirlivelihood.
2. Realize that insurance is not a quick and easything. It is about trust, responsibility and dedication.Commissions can come and go very quickly, but a good reputation issomething that doesn't come easily.  

Do your top carriers recruit youngworkers?
Yes, we have multiple carriers activelypursuing younger workers in their companies. The most successfulinitiative I have seen is one of our regional carriers who startedan internship program about 4 years ago and today retains 100percent of that initial “class.”

How can employers hold on to youngtalent?
I switched jobs three times in my first 3years after graduate school, and the reason was simple (none wererelated to insurance). I was tossed into a desk where I was askedto make calls and that was it. No talk of how the company couldbenefit me or where my spot was in the future. Simply, commission.That is great financially, but I think younger workers are actuallyworried about where they will be 20 years from now and if theanswer is “still sitting at the same desk,” then many won't acceptit. Employers need to share their visions and let everyone knowwhat the possibilities are.

What are your industry goals?
As a familyagency, we want to be set up for the success of the nextgeneration. That may sound odd to list as a goal, but I want tomake sure that Pierson and Fendley is successful now and stronger20 years from now. I also plan to continue with my volunteerefforts with CAA, as well as the Independent Agents of Texas. Itruly enjoy the interaction and involvement with the other agencyCAA members and want to support their continued growth. Thecamaraderie and dedication to making the industry better has been agreat experience.

Do you have a mentor in thisindustry?
I've been very fortunate to be around manypeople within the industry who have been exceptionally willing tolisten and help guide me through different scenarios. First, ofcourse, is our managing partner, Curtis Fendley. He's reallyprovided great insight as to what the industry is about. And Iwould certainly include the principal members of the CombinedAgents of America (CAA), who have been immensely helpful andinfluential in my development as well. They have given me adviceand words of encouragement without fail even when I wasn't surethey even knew who I was.