Years at company: 10 years

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College: Illinois State University, KatieSchool of Insurance, '07

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Organizations: Gamma Iota Sigma, NAIFA,Independent Insurance Agents of Illinois, Young Agents ofIllinois

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How did you determine that insurance was a viable careerchoice?
I was shown the benefits of workinghard, client outings and what I could do for the client. Talk abouta life-changing moment when you are handing your first lifeinsurance or business insurance claim check at age 23 and changingthe life of someone forever. When another agent shared how powerfulinsurance is with a personal story and not just through abook, it sent shivers down my spine. I knew right then thatinsurance was for me.

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What advice do you have for Millennials struggling in aprofessional environment?
I see young agents not interacting with staff. We need ourpredefined spaces, but I wouldn't mind lower walls where you couldsee people's faces and have conversations face to face instead ofan interoffice phone call. They also struggle with “this is howwe've done things for 20 years” versus a new way that may savetime, money and frustration. Have a meeting every Monday where youcan offer new ideas, either anonymously or publicly.

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What's toughest about being young in a field where theaverage age is 55?
It's very tough! When the averageclient knows my age, he wonders why he shouldn't work with someone30 years older than me. Just because that agent is older doesn'tmean he's been in the industry longer or is willing to work harder.I also let clients know that I'll be here for another 30 years withmy name on the door versus someone retiring in 5 years.

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How does technology fit into your workstrategy?
I bought an iPad to cut down on paper andfor mobile access to my markets. Just in proposal printing costsand by selling insurance remotely I paid for the iPad in 5 monthsand it should last quite a few years. I've sold insurance in placesI've never even thought possible—including in a casino over theweekend. Then on Monday I quickly reviewed the client'sspecifications, obtained a few signatures, a check and a handshake.Technology didn't sell that policy but it definitely made iteasier.

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What advice do you have when working withfamily?
I work with my father and two uncles. Nobody has the chance tomanage over someone else but do assist each other. Everyone needsdefined space, power and responsibilities. The future of theindustry is on collaborative selling and selling as a team ratherthan as an individual product.

How can employers recruit youngtalent?
Recruiting should start during sophomore and junior years incollege. Talk to professors and set up a Q&A or make apresentation. Give students your card and later interview them andoffer tuition reimbursement for taking courses that you require.This knocks off your benefits cost of training them. Students couldwork part time during the year and full time during the summers atminimum wage. If the students stick with you, they can keep theirbooks of business. Read the rest of Jonathan's insightshere.