Cameron Suhr, CWCS
Director of Business Development,
Suhr Risk Services, San Jose, Calif.
Years at company: 2
College: Santa Clara University '12
Who do you look toward as a mentor in this industry?
I followed family into this business and so my dad is a mentor, but I try to get outside the agency bubble as much as I can. Roger Sitkins of Sitkins International mentors on organic growth and I turn to John Wepler at MarshBerry for inorganic growth insights.
How did you determine that insurance was a viable career choice?
I had grown up in the business and knew it was something I was interested in. I actually joined the agency at the age of 14 as a part-time employee. As the third generation of my family working at Suhr Risk Services, I figured that it had treated my father and grandfather pretty well, and unless I goof it up too much, it stands to reason that this industry will work out for me.
What do you see as your biggest strength in this industry?
Time. I've barely scratched the surface of the iceberg with regard to understanding how this industry functions, but I have 30 years to learn, which is an advantage compared to many of my competitors. I think my lack of experience also gives me a fresh pair of eyes when looking at a problem. I ask "Why is that the case?" or "Why couldn't this have been done that way?"
What is your biggest weakness in this industry?
Knowledge capital. While there is a lot to be said for growing up in the industry, I simply don't know or haven't been exposed to a lot of the different types of situations that can occur. There is something to be said for the person who has seen it all. I address the weakness by keeping a consistently open dialogue with some of the more veteran producers in the office.
What sales strategies worked for you this past year?
It isn't about what you know, it's about who you know. Prospects are so battered with calls and email solicitations that without a warm introduction you are dead in the water.
How do you balance work and personal life?
Given how accessible people are expected to be in our industry, it's a challenge! I set hard and fast rules with regard to my time and to publicize those commitments to the people closest to me (never underestimate the value of a support network). In any growing company, there will always be another email to respond to, opportunity to pursue or committee to join—the trick is being clear on all the things you choose not to do in favor of something more pressing or important.
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