Anthony DiPilla
Producer
Morris Insurance Group, Rochester, Mich.

Years at company: 5

College: Walsh College, 2013

What industry lessons have you learned?
I have learned not to take things personally. You will receive a lot of rejection and constructive criticism from potential clients. This will help mold you into a well-rounded, knowledgeable agent. Even when you are rejected, many of those people will come back to you for your services.

What legislative issues interest you?
Personal injury protection coverage and auto no-fault reform in Michigan. We are the only state with unlimited medical benefits in our auto policy. The medical benefits paid out from an auto policy are unlimited, which allows for hospitals or doctors to bill insurance companies for double or triple what that injury would cost in other situations, like a slip and fall.

When did insurance become a viable career choice for you?
It took me about three years before I determined that insurance was a solid career. I started at this agency as a part-time employee while I was in school, and was only paid on commission. It took me a while to build my business and if I had a bad month, I could only blame myself. But after three years I saw the financial rewards of my work.

What are some of your career highlights?
I served as chair of the Michigan Association of Insurance Agents' Young Agents Council. In this position, I've visited the state capitol to lobby for our association's position on legislative issues including personal injury protection coverage. I also have spoken to students at college and high school classes about the industry.

What sales strategies worked for you this past year?
Very simple, I ask for referrals. Do this multiple times with the same clients. They will eventually send them, and the snowball effect will take over.

What do you see as your biggest strength?
When soliciting coverage, I tell stories that hit close to home. When you can relay something with passion, it shows you're sincere. For example, after I had been in this job for a few years, my grandparents finally called me and asked me to take a look at their homeowners' policy. I added water backup coverage to their policy, and about four months later, they were hit with some flash floods. They are older, retired, and would have had to pay for that damage out of their own pockets if not for the coverage they had.

Special Reports /

Profiling Insurance Pros Under 40: Anthony DiPilla

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