Anthony DiPilla
Producer
Morris Insurance Group, Rochester, Mich.

Years at company: 5

College: Walsh College, 2013

What industry lessons have youlearned?
I have learned not to take thingspersonally. You will receive a lot of rejection and constructivecriticism from potential clients. This will help mold you into awell-rounded, knowledgeable agent. Even when you are rejected, manyof those people will come back to you for your services.

What legislative issues interestyou?
Personal injury protection coverage andauto no-fault reform in Michigan. We are the only state withunlimited medical benefits in our auto policy. The medical benefitspaid out from an auto policy are unlimited, which allows forhospitals or doctors to bill insurance companies for double ortriple what that injury would cost in other situations, like a slipand fall.

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

What are some of your careerhighlights?
I served as chair of the MichiganAssociation of Insurance Agents' Young Agents Council. In thisposition, I've visited the state capitol to lobby for ourassociation's position on legislative issues including personalinjury protection coverage. I also have spoken to students atcollege and high school classes about the industry.

What sales strategies worked for you this pastyear?
Very simple, I ask for referrals. Do thismultiple times with the same clients. They will eventually sendthem, and the snowball effect will take over.

What do you see as your biggeststrength?
When soliciting coverage, I tellstories that hit close to home. When you can relay something withpassion, it shows you're sincere. For example, after I had been inthis job for a few years, my grandparents finally called me andasked me to take a look at their homeowners' policy. I added waterbackup coverage to their policy, and about four months later, theywere hit with some flash floods. They are older, retired, and wouldhave had to pay for that damage out of their own pockets if not forthe coverage they had.