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

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

How does technology fit into your work strategy?
I use technology every day. Being at the office is less important when you can have your entire office in the car. I have used technology to continually develop and build relationships. Through my blogs and social media I have provided a platform where prospects and clients can get to know me better and where I can also interact with them. Technology has also allowed me to network with other insurance professionals across the country.

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

Who do you look toward as a mentor in this industry?
I have had several throughout my career. I don't think it's smart to just have one mentor. Everyone has different skills they are best at so I try to pull those from various individuals.

What are your future goals in this industry?
I want to become the expert and trusted advisor in my specific niches. This is a fiercely competitive business and my goal is to become the point of reference for insurance in specified industries.

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

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

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

What skills do you think young agents will need in 2012?
A well thought out strategy, the ability to build relationships both online and offline, and finding a way to differentiate themselves from everyone else. You need to find a way to stand out.

Brent Kelly was featured in the July 2012 issue of AA&B. He is a property-casualty agent for Clemens Insurance.

Special Reports /

Brent Kelly Continues Young Agent Discussion- nGI

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