Daniel J. Kaufman, broker at Burns &Wilcox Brokerage of Chicago
Years at company: 6 years
College: University of Michigan, BA '07, LoyolaUniversity Chicago, JD '10

How can employers recruit youngtalent?
Recruiting young talent is paramount to thefuture of our industry and takes a strong commitment on the part ofthe employers. Today's youth needs to be engaged and, thus, the jobopportunities need to be engaging. The best place to find youngtalent is on university campuses, and yet the insurance industryseems to be mostly absent from them. We cannot sit back and hopethat the best and brightest find us—we, as an industry, need to getout there and boast of the great opportunities available ininsurance.

How can employers keep young talent?
Anemployer's commitment to training and mentoring is vital for thesuccess of young talent. Consequently, companies need to be patientand honest with expectations as the young employees develop intothe business. Another key factor is the culture of the offices. Iscollaboration amongst employees encouraged? Are there other young,energetic employees in the office? Are the older workers acceptingof this younger workforce? If not, the younger employees will lookelsewhere to advance their careers.

Who do you look to as a mentor in thisindustry?
I look to my father, Alan J. Kaufman, andmy grandfather, Herbert W. Kaufman, as mentors in this industry.While my grandfather was an astute businessman, it was his charismaand kindness that people reflect on the most. At the end of theday, our business is built upon relationships and reputation and noone understood that better than he did. My father, meanwhile, is avisionary in his own right and backs it up with an entrepreneurialspirit and passion for growth. He has guided Burns & Wilcox tonew heights and recognizes that if we aren't always moving forward,we're moving backwards. While I try to emulate both of these men, Iunderstand from them that I need to be my own person and forge myown path.

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How does your office reflect how youwork?
I recently helped redesign our Chicago office,where I am based, to reflect a more collaborative work environment.We lowered the walls on the workstations and put in pockets of softseating where people can meet and work together in a more relaxed,communal atmosphere. I believe it to be a more productive andenergetic environment that encourages our people to work as a teamand, as an end result, provides better service to our clients.

What legislative issues are you interestedin?
The United States needs to foster an environmentthat better supports business and entrepreneurship. Our current taxcode does not incentivize people to work, save, invest, and engagein entrepreneurial endeavors. Nor does it incentivize corporationsto reinvest in their people or infrastructure. Yet, those are thebehaviors that drive our economy and, naturally, sell insurancepolicies.

What's your mantra for success?
Peopleoften get caught up conceptualizing without carrying the ideasthrough to action. Yet, an idea is nothing without the hard workthat follows it. As Peter Drucker put it, “Plans are only goodintentions unless they immediately degenerate into hard work.”Clients like big ideas, but at the end of the day, they rely ontheir broker to follow through with results.