While women make up more than 60% ofthe insurance industry workforce, there are far fewer ofthem in insurance leadership positions, according to "Women inInsurance: Leading to Action," a 2018 report produced by theSTEMconnector® team with assistance from several carriers andindustry vendors. (Photo: Shutterstock)

Reflective of corporate America, women have made major strideswithin the insurance industry. According to a 2018 white paper byMillion Women Mentors, women make up more than 60% of the insuranceworkforce.

When you look at the percentage of women in leadershippositions, however, this number significantly drops.

What does it take for women to reach the pinnacle of theinsurance industry? To answer this question, three top femaleproducers from Beecher Carlson, a Brown & Brown company, sharedtheir insights.

"Align with a mentor."

Erin Lynch is president of the EnergyPractice at Beecher Carlson.

At my first insurance job 15 years ago, I was the only femaleproducer in the office, and there were no women in seniorleadership positions. I surrounded myself with other professionalsin the field, making meaningful connections by joining femaleprofessional organizations and industry organizations such the RiskManagement Society (RIMS). I also joined industry-specificorganizations as I looked to specialize. I encourage women comingup in the industry to join these networks. The people you meet,including a future mentor, can provide advice and introduce pathsyou might have never known you wanted to pursue.

When searching for a mentor, align with someone youtrust, regardless of gender. I had a fantastic male mentor whorecruited me into the business because he believed I could be asuccessful producer. He provided me with a path to learn and excelin the insurance industry and encouraged me to focus on large,complex risk management accounts, while choosing an industryspecialization. At a time when there weren't many female producersfor me to look up to, he gave me the confidence to break themold.

Mentorship is not just beneficial for the mentee, but also thementor. One of my greatest joys is helping the next generation ofwomen in insurance. Having a leadership team of great mentors alsocan help retain top talent of all genders. According to the 2016Deloitte Millennial Survey, millennials intending to stay withtheir organization for more than five years are twice as likely tohave a mentor (68%) than not (32%).

— Erin Lynch ([email protected]) is president ofthe Energy Practice for Beecher Carlson.

"Become a specialist."

Mary Pipino is executive vicepresident at Beecher Carlson.

Creating demand for your expertise and leadership breaks theglass ceiling and leads to prominent leadership roles. In the1980s, I joined my father's firm with the goal of being anexecutive at a time when there were very few women, if any, inleadership roles. My father was an example of amazing success andmentored me to focus on education, a strong work ethic,problem-solving and being the best. I focused on those elements andbecame a successful, sought-after executive.

So how do you become a specialist? First, explore niches that capture yourinterest. Then, focus on the business models within theinsurance industry that inspire you. This could range from insurer,marketing professional, actuary, producer, analyst or somecombination of these. Invest time in educating yourself ininsurance and your niches — through formal schooling,continuing education, mentors, networking, and reading prominentpublications. Finally, find a company with a culture you believe in— one that empowers you to think outside the box, solveproblems and go above and beyond.

Most importantly, bring immense value to your clients bycreating and providing the best products and services always withthe clients' best interest as your primary focus. Clientsrecognizing your passion and requesting your talent and expertisewill be the catalyst to your success.

— Mary Pipino ([email protected]) is executive vice presidentfor Beecher Carlson.

"Focus on customers."

Annie Fleming is senior vice presidentat Beecher Carlson.

By setting short-term and long-term goals, even if you amendthem through the process, you establish a direction for yourselfand ensure you maintain focus.

In my career on both the brokerage or production side, I havealways approached each customer with one goal: align my firm'sservices with customers' values and objectives to deliver thebest insurance program possible. My team and I keep our eyes fixedon this goal. It drives everything we do — the rest isjust noise.

Focusing on what is best for your customers sets straightforwardpriorities and makes clear what you need to do to provide top notchrenewal results and superior service. And superior service pays.According to the American Express 2017 Customer Service Barometer,U.S. consumers are willing to spend 17% more to do business withcompanies that deliver excellent service.

My advice to women starting their career in insurance is to leaninto your mentors and work hard. Listen to your prospects' andcustomers' needs, and always act in their bestinterest. The rest will follow.

As women continue to join the insurance industry, outpacing menin the number of workers in the field, it is critical that they aregiven the proper recognition and tools needed to achieve success.Aligning with a mentor, becoming a specialist, and focusing oncustomers' needs are just a few ways women can advance theirpositions at their firms and in their careers. But it is also up tothose already at the top to make room for the next generation ofleaders and ensure their executive team is free of gender bias.

— Annie Fleming ([email protected]) is senior vice presidentfor Beecher Carlson.

Beecher Carlson, a Brown & Brown company, is a largeaccount risk management broker, delivering expertise with industryfocus and product specialization.

See also:

• Women insurance commissioners lead theway
• Insurance needs more women to step up andlead
• How technology supports more inclusive insurancebusinesses