Becoming an insurance agent can be a life-changing event for some, especially when the opportunity turns into a calling. The following producers may have come into the business for different reasons, but they're each staying in the industry for the same: to improve the lives of others.

Want to share your own insurance story? Click here to tell us about your life as a successful agent. For more producer profiles, see Vol. IV.

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Matt Mauller, vice president
Neace Lukens
Cincinnati, Ohio

How and when did you decide that an insurance career was for you?
A close family friend owned an agency in our hometown, so I had a marginal understanding of the industry. After college, I was introduced to a district manager of a small insurance company based out of Minnesota. The district manager hired me, trained me and eventually recruited me to Neace Lukens, where we both still work today. Throughout the past 15 years, my career path in insurance has enabled me to grow professionally and accomplish my goals. To this day I truly enjoy the personal aspect of developing relationships with my clients and tailoring coverage to meet their insurance needs.

What do you love most about being an insurance agent?
Helping my clients protect what they have spent their life building.

What's your favorite client success story?
I counseled a client on the benefits of a workers' compensation policy to cover their uninsured subcontractor exposure. On my advice, the client purchased the workers' comp policy. Two years later, they received notice of an incident that resulted in a 6 figure workers comp claim. The premium for the workers' comp insurance that the client purchased was just $500 per year. I was able to help my client protect themselves against unforeseen circumstances, and helped them save a great deal of money.

What career advice would you give new agents and/or what's your mantra for success?
Some people dream of success, while others wake up and work hard at it! In our industry, it's important to stay focused and driven—hard work and honesty will get you far.

What career would you want if you weren't an insurance agent?
In another life I would be an entrepreneur! Every day, I see the challenges and achievements my clients experience, and I realize how rewarding life as an entrepreneur can be.

What public figure (past or present) do you most admire, and why?
Winston Churchill, the Prime Minister of England during World War II. Churchill motivated his country to stand almost singlehandedly (prior to the US involvement) against the German Western front against great odds. Without his determination and perseverance, we could be living in a very different world.

What are your hobbies/what do you most enjoy doing outside the office?
I love to spend time with my three young children and beautiful wife.

Michael Mormando, producer
Concklin Insurance Agency
Lombard, Ill.

How and when did you decide that an insurance career was for you?
In June of 2008, I was ready for a career change from daily restaurant ownership operations.

What do you love most about being an insurance agent?
Deciphering the best coverage needed for different types of businesses.

What's your favorite client success story?
Eliminated a theft coverage gap for a client that, a year later, had an employee embezzlement situation. The client was covered completely.

What career advice would you give new agents and/or what's your mantra for success?
Make plenty of phone calls, network with different industries, listen to people describe their challenges and offer easy, sensible solutions.

What career would you want if you weren't an insurance agent?
Professional golfer.

What public figure (past or present) do you most admire, and why?
Donald Trump; he's not afraid of challenges.

What are your hobbies/what do you most enjoy doing outside the office?
Old cars, cooking, family time, snow-skiing, golfing and fine wines.

Want to share your own insurance story? Click here to tell us about your life as a successful agent. For more producer profiles, see Vol. IV.

Liz Raifman, owner
Liz Raifman Risk Management Services Inc.
Plainview, N.Y.

How and when did you decide that an insurance career was for you?
I was looking for a profession rather than just a job. I went for an interview at what was Alexander & Alexander (one of the largest brokers). I started in a clerical position and worked my way up to account manager within a year. I had a wonderful mentor who pushed me to go further.

What do you love most about being an insurance agent?
I like the challenge of covering a new risk. I enjoy educating my clients on all of the overlooked points on their current insurance. I am always learning.

What's your favorite client success story?
It is hard to point to one success story. The bottom line is when a claim is paid against the policy and I have included that coverage and convinced my client that it may be worth the extra premium in the long run.

What career advice would you give new agents and/or what's your mantra for success?
Keep up with the technical parts of the insurance policy. You will set yourself apart if you can impart excellent information. That has always served me well. Start at the bottom and know how to mentor others. The more you know, the better broker you are.

What career would you want if you weren't an insurance agent?
I would probably enjoy a position in the fashion or advertising industries.

What public figure (past or present) do you most admire, and why?
Golda Mier is a person I admire. Her leadership in a country which is being torn apart is incredible. I also share her personal life and views.

What are your hobbies/what do you most enjoy doing outside the office?
I love reading. I also like artistic endeavors. Redecorating a room is extremely rewarding. It can be as simple as moving the furniture around.

Want to share your own insurance story? Click here to tell us about your life as a successful agent. For more producer profiles, see Vol. IV.

Alan Caruso, owner
Al Caruso Agency
Kensington/Berkeley, Calif.

How and when did you decide that an insurance career was for you?
My aunt Clara was a debit agent with American National. She said I was a natural because I talked continuously.

What do you love most about being an insurance agent?
Being able to help people solve their problems.

What's your favorite client success story?
There are so many. This may be a bit depressing, but many years ago, a client bought a new home and insisted he wanted a 20-year endowment. After a very heated discussion, I sold him and his wife a term plan. A year later, he died suddenly and his wife was OK.

What career advice would you give new agents and/or what's your mantra for success?
Talk to the people.

What career would you want if you weren't an insurance agent?
Never have given it a thought.

What public figure (past or present) do you most admire, and why?
Ronald Reagan. He was a great actor and carried that right into the White House.

What are your hobbies/what do you most enjoy doing outside the office?
Racquetball/Cruising.

Want to share your own insurance story? Click here to tell us about your life as a successful agent. For more producer profiles, see Vol. IV.

Rita Harris, customer service agent
Archibald Insurance Center
Rexburg, Idaho

How and when did you decide that an insurance career was for you?
I didn't decide to do this. Furthest thing from my mind. I had just gotten married and was looking to buy insurance. Also, I was looking for job. Bought insurance and got a receptionist job at the same time.

What do you love most about being an insurance agent?
Saving money for my customers. Hearing good reports back from satisfied customers after a claim.

What's your favorite client success story?
Losing a customer to the competitor, but then having them want to come back to me the next year so I could be their agent again. Price was not a factor!

What career advice would you give new agents and/or what's your mantra for success?
Learn all you can about what you are selling. Knowing your product is a must. Be well rounded. Have broad shoulders, rejection will happen, but not all the time. Pay attention to detail. Document, document, document. Learn the technology, learn to grow with it. Do not be stagnant when it comes to technology. Learn to love the business and it will love you back.

What career would you want if you weren't an insurance agent?
I always thought I would have been a good social worker.

What public figure (past or present) do you most admire, and why?
John F. Kennedy; I have learned his tragic history since I was a little girl. I still follow the Kennedy family. Very interesting, yet sad.

What are your hobbies/what do you most enjoy doing outside the office?
Horseback riding, traveling, hiking, trying new restaurants.

Want to share your own insurance story? Click here to tell us about your life as a successful agent. For more producer profiles, see Vol. IV.

Kim Boyette, president
Boyette Insurance Agency
Henrico, Va.

How and when did you decide that an insurance career was for you?
The agency was started by my father and I always knew I wanted to follow in his footsteps.

What do you love most about being an insurance agent?
I would have to say that the interaction I have with my clients are what I love most about being an insurance agent. Most, if not all of my clients, are like family to me. I want them to know that they can talk with me about anything, insurance related or not.

What's your favorite client success story?
My favorite client success story would have to be the family that immigrated from Asia to the United States in the 1980s. When the relationship began, no English was spoken by the parents, and only broken English by the children. One of their daughters actually worked for us while she was in high school. She has since married and has a child of her own. I still have that family insured today, and assist when I can to help facilitate the small business that was started by one of the family members. I was honored and humbled to be invited to an wedding in the family and assigned a family member to translate the proceedings.

What career advice would you give new agents and/or what's your mantra for success?
The best career advice I would give to anyone is that treat people with respect and honesty. I firmly believe in what goes around comes around. Clients have often said that they may not like what I tell them but they know that I speak the truth, and that I will be straightforward and forthcoming about any issue we discuss.

What career would you want if you weren't an insurance agent?
This is a toss up between cake decorating and training service dogs.

What public figure (past or present) do you most admire, and why?
I would consider Jack Sampson of AC&S Insurance a person I most admire. He and his wife Joyce Sampson have the utmost respect for both their employees and clients. Jack has worked in the insurance industry for decades and I have seen him work both as a company man, an agent and business owner. He has strong ethics in his business and personal life. He truly exemplifies an individual that wants to help others in any way. There need to be more individuals like Jack and Joyce Sampson and I can only hope that I can emulate their success.

What are your hobbies/what do you most enjoy doing outside the office?
I love to bake for my family and friends, and for my dogs. I love working dogs, both pure breeds as well as mix breeds.

Want to share your own insurance story? Click here to tell us about your life as a successful agent. For more producer profiles, see Vol. IV.

Special Reports /

Producer Profiles: Meet Your Peers March 2013

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