Bryan Raisor, CIC, CWCC

Managing Director

Neace Lukens, an Assured Partners Company Lexington, Ky.

Years at company: 11

College: Western Kentucky University '00

What are your main priorities as a youngagent?

For me, taking care of family—whether it is my home family or mywork family. I also prioritize community involvement and haveserved as a board member for non-profit organizations. I have beeninvolved in or am involved on the board of the YMCA of CentralKentucky, The Makenna Foundation, The Lexington Charity Club, theLexington Young Professional Association and our local church.

What legislative issues interest you?

The main issue I'm focused on right now is the Affordable CareAct, something that's front and center in the insurance industry.It will be interesting to see how the trickle-down effect impactsemployees' benefits and workers' compensation.

How have you addressed your professionalweaknesses?

Delegating tasks to teammates has always been tough as I wantjobs done right the first time. I have come to realize that if Iwant to grow our office or my personal book of business, I mustdelegate. I am building a team that I can trust. Without thattrust, delegation is nearly impossible.

Where do you hope to take your career?

I want to continue to build and grow the Neace Lukens Lexington,Ky., office. In the past few years we've added a number of newemployees, and now have 36 agents and employees on staff. Alongwith that, I want to continue to focus on building my personal bookof business while still providing excellent service to my existingclients.

What sales strategies worked for you this pastyear?

I have been focusing on introductions from my key clients inniche markets. Red-hot introductions, or referrals, have a muchhigher closing ratio. After 11 years in the business, I've honed mystrategy to include working smarter and improving my hit ratio.

What advice do you have for millennials struggling atwork?

I am seeing the younger generations get too caught up in socialmedia—so much so that some are losing the human touch in ourbusiness and in life. I firmly believe that talking on the phone orin person is vital to relationship-building. Unfortunately, tone,intent and the actual message can be misunderstood through texting,emails and social media. Social media is the future, but it'simportant to keep the human element alive.