YAC Newsletter – March 2014

Golf Tournament Registration is OPEN

An Interview with Phil Steer from Andover Companies

In 1971, after graduating from Bowdoin College, Phil Steer headed back to Massachusetts and went to work for The Andover Companies. In 2015, Mr. Steer is set to retire from the same company he started with over 40 years ago. The insurance industry has experienced a great amount of flux in this span, and as a marketing representative and district manager, Mr. Steer has seen it all.  He is a prime example of the wonderful relationships that can come about through the agent-company dynamic.  In the words of past MAIA President and executive committee member, Ray Gallant, “Phil Steer is in the hall of fame.”  Mr. Steer was kind enough to take some time with the Young Agents. We asked him to think back about this career and provide some insights to the next generation of insurance professionals.

In your opinion….

YAC: What is the most important difference that separates independent agents from the big direct writers?

Phil Steer: Service. It is definitely the personal service that separates the two. Independent agents must live and die by consistent service and nurturing long-term relationships with their customers. They good ones foster trust. Did you ever hear of a direct writer reaching out to an insured that left them the year before?

YAC: How have the responsibilities of your role as a marketing representative changed over your career? Have you noticed any changes in the responsibilities of that of the independent agent?

PS: My responsibilities at Andover have really not changed much, but the rep position at many other companies has. The present field rep does not have as much authority as before nor the expense account to entertain agents. That freedom and authority is empowering and enjoyable, and I think helps create stronger company-agent relationships.

The agent’s responsibility really hasn’t changed as they are still the go between insured and company owing allegiance to both. However, the agents are now certainly required to be highly automated if they want to remain competitive.

YAC: Do you think the relationship between agents and companies has changed significantly over your career?

PS: Agents and companies seem to not have the same close personal relationships that they once had. It’s easier to do business with people you like and trust. This partnership is still the grease that makes the insurance wheel run, but it seems to me there it is more of a strictly “business” based relationship than it once was.

YAC: What is your outlook, or prediction, for the independent agent in 25 years from now?

PS: As long as the agency companies remain competitive, the independent agent will be fine. However, agents and agency companies must be able to evolve with the changes in how consumers are shopping for insurance. The challenge is going to be how to turn the impersonal internet-based customers, who kick tires year to year, into lifelong customers. Adaptability and how agents are able to ward off turning into a faceless company will be the challenge.

YAC: Could you narrow down one constant characteristic or personality trait that makes a successful insurance agent or company personnel?

PS: I feel the successful Property and Casualty insurance people are service oriented and socially adept.

YAC: Would you advise young people to enter the insurance field today?

PS: There are all sorts of Property and Casualty jobs that require different talents so the opportunities are very great. Come on in the water is fine!

YAC: What have been the most rewarding, and your least favorite parts of your time in the insurance industry?

PS: Of course the most rewarding part of my job as a field rep has been the friendships that I have made over the years. There have been tough business environments and career disappointments, but overall my career has been fun and rewarding. I will miss the “Insurance locker room” when I retire in 2015.

Thank you Mr. Steer for taking some time for the YAC. We appreciate it! Congratulations on a long successful career!

On the Road Again: Young Agents to Join MA Delegation in DC

Once you start, it’s hard to stop. At least that’s what young agents seem to say about the annual Big “I” Legislative Conference. Our group from Massachusetts is hitting the road again the week of April 9th,10th & 11th. Agents from Massachusetts will convene in DC to meet with their state Representatives and Senators and we are proud to again have a group of 5 young agents as part of our delegation. This is an opportunity to meet face to face with elected officials, and build relationships, not only with the folks on Capitol Hill but with a variety of agents from MA and around the country. Many of last year’s participants will be going again, including those smiling faces below.

(Some of the Young Agents Representing you in DC this year: Patrick Dempsey, Kevin Gallant, AJ Marchionne and Peter McDonald)

What they’ve said before…“I was amazed to see how much of our everyday work life is affected by the laws and regulations passed in congress.” – Rob Barresi

Registration is OPEN – Play the YAC Invitational on June 25th

On June 25th, join MAIA’s Young Agents for a premier golf outing at the Pinehills Golf Club in Plymouth, MA. Enjoy a day of golf, prizes and dinner at one of THE best courses in the region … Network with young agents and company reps. Both courses have been reserved for the day to accommodate all who want to play. All are welcome to play and singles and doubles are welcome to register.

See you on the green!

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Our New YAC Series Begins March 27th…not just another “social media seminar.”

	Date: Thursday, March 27thTime: 3:30 pm with networking to followLocation: Union Street Restaurant [directions]107 Union Street, Newton CentreWhile use of the phrase “cool tools” is meant to be comical around the Brownstone Insurance office, the power these tools provide knowledgeable users is no joke. And no, this is not just another “social media seminar.”
Elizabeth Cincotta, Director of New Media and Customer Communications for Brownstone Insurance will open your eyes to the world of marketing that exists outside of insurance. Sharing anecdotes and key information she has learned from some of the country’s greatest marketing minds during her travels to conferences all over the country, Elizabeth will convince you that it should not be your goal to be a great insurance marketer, it should be your goal to be a great marketer. Alexis Kimball, Agent Relations Manager, will follow with her observations and first-hand knowledge of tools that will increase the insurance agent’s productivity. In today’s world, speed and efficiency gives you an edge. Follow along as Alexis introduces you to tools you probably have never even heard of – from CardMunch to Skitch. Glenn Montgomery, Vice President, will wrap up the presentation by connecting all the dots. As a well-established and respected “salesperson” Glenn will demonstrate the importance of being able to support modern marketing with good old-fashioned relationship building. Want to know about something in particular? Submit questions about specific tools in advance via Facebook, LinkedIn or email Melissa Murphy
This YAC Event is sponsored by…

Professional Scholarships Available

MAIA’s Online CIC/CISR Scholarships: (APRIL 1st Deadline)	The New England 1752 Club:(JUNE 1st Deadline)
CIC & CISR Scholarships	The industry’s oldest continuously operated trade association is pleased to offer once again CIC and CISR scholarships.Please apply online at :www.ne1752club.org/scholarships.htm