Brent Kelly, CIC, property-casualty agent at ClemensInsurance
Years at company: 8
School: University of Illinois '00

Read Brent's previous nGI Q&A

How did you determine that insurance was a viable careerchoice?
I never dreamed of being in the insurance business growing up. Itook my first insurance job after college. I loved the challenge,freedom, and opportunity to control my own destiny. I have now beenin the industry for 12 years and love the fact that everydaypresents new challenges and opportunities.

How does technology fit into your workstrategy?
I use technology every day. Being at the office is less importantwhen you can have your entire office in the car. I have usedtechnology to continually develop and build relationships. Throughmy blogs and social media I have provided a platform whereprospects and clients can get to know me better and where I canalso interact with them. Technology has also allowed me to networkwith other insurance professionals across the country.

What's your mantra for success?
If youfollow the golden rule with every decision, you usually makethe right one. You have to think long-term and do what's best forthe customer even if it may not help you right away. This businessis about building relationships.

Who do you look toward as a mentor in thisindustry?
I have had several throughout my career. Idon't think it's smart to just have one mentor. Everyone hasdifferent skills they are best at so I try to pull those fromvarious individuals.

What are your future goals in thisindustry?
I want to become the expert and trusted advisor in my specificniches. This is a fiercely competitive business and my goal is tobecome the point of reference for insurance in specifiedindustries.

What is an important lesson you learned when joining aprofessional working environment?
It's all about building relationships. Not just with prospects andclients, but also with partner companies, fellow employees, andeveryone in your community. You never know where or how anopportunity may present itself. You represent yourself and yourcompany wherever you are. This job is not just 8am-5pm.

What do you see Gen Y/Millennials struggle with in aprofessional environment? What advice do you have?
You have to realize that behind every interaction is a human withlikes, fears, desires, and needs. Not everything can be automated.You need to obtain the necessary technical information, but it ismore important to understand how to deal and relate with people. Atthe end of the day, it's a people business.

Have you ever experienced any "generation gap" issueswith your carriers in terms of pesonal interaction or the productsthey offer?
Some carriers have been slower to adapt to the way many youngagents prefer to do business, but I think in general most carriersare doing a good job of pushing technology to work better withyoung agents.

What skills do you think young agents will need in2012?
A well thought out strategy, the ability to build relationshipsboth online and offline, and finding a way to differentiatethemselves from everyone else. You need to find a way to standout.

Brent Kelly was featured in the July 2012 issue of AA&B. He is aproperty-casualty agent for ClemensInsurance.