Years at company: 2 years
College: University of Louisiana at Lafayette,2007
Organizations: Big I, CACRC (Capital AreaCorporate Recycling Council), Forum35 (Baton Rouge youngprofessional society), Maxwell Football Club, That Man is You!

How did you determine that insurance was a viable careerchoice?
A childhood friend's mom encouraged me toconsider pursuing a career in insurance, as it was both achallenging and rewarding career path for her. When I was preparingto find a job after college, she thought that a position as acatastrophe claims adjuster would be a great start for me, as I hada deep desire to travel and also learn the technical aspects of thebusiness. I was fortunate enough to get a position doing exactlythat, and after almost 3 years, she reached out to me again as shethought that I was ready to make the transition into the agencyside. Fast forward to now, and I'm forever thankful to her forhelping me get started in such a great industry.

How does technology fit into your workstrategy?
I use Outlook for scheduling appointmentsand meetings, and to set up important reminders (birthdays, renewalmeeting dates, etc). I use Sage Act to manage all of my contact'sinformation, to make notes on each conversation, to set remindersfor follow ups, and to attach important documents relating to thatprospect/client. Where technology has become most important for meis in my prospecting strategy. I recently purchased a tablet PCthat I've used to set up a sort of “mobile office” for when I'm outon the road. If I come across a business that looks like an idealclient of ours, I'm able to connect and research their organizationwhile I'm in their area. I've had success in setting up meetingsthis way, and acquiring clients from those meetings.

What legislative issues interest you?
I'mfocused on staying abreast of the changes regarding the NCCI'ssplit point calculations. Based on the projected changes, severalcompanies will be subjected to an increase in their experienceratings as a result of the new formulas. Because I focus on clientswith larger workers' comp exposures, as well as those that need a1.0 or below experience rating to bid jobs, I'm constantly focusedon learning how to better prepare them for the changes.

What sales strategies work for you?
I havefocused more this year on taking a consultative approach with anyprospective clients. When I first became an agent, I was ecstaticto have the opportunity to quote for someone. After having limitedsuccess with, my mentors taught me a much more sophisticated andsuccessful process. It allowed me to do a better job of identifyinga true opportunity. It also reminded me that my time was mostimportant to my existing clients, and that I could not properlyservice them if I was exhausting my time “practice quoting.”

What's your mantra for success?
I live bythe mantra “fortune favors the bold.” In life, we're faced withmany challenges and obstacles. We're reluctant at times to stepoutside of our comfort zones, as we fear failure or rejection.Perhaps in sales, this is most evident. I constantly try and remindmyself that by stepping out of my comfort zone, I can unlock doorsto opportunities and experiences that my irrational fears onceprevented me from enjoying. I post the expression in my phone, onmy wall, and in my truck to serve as a constantreminder.