They broke new ground, made the most out of seemingly impossible situations, and distinguished themselves in a variety of creative ways. They are exceptional innovators within our industry, and they each have a story to tell.
The National Alliance honors creativity and ingenuity
that has bred success
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They broke new ground, made the most out of seemingly impossible situations, and distinguished themselves in a variety of creative ways. They are exceptional innovators within our industry, and they each have a story to tell. |
The National Alliance for Insurance Education & Research is proud to announce the winners of the “25 Most Innovative Agents in America” honor, an award sponsored by The National Alliance and The Rough Notes Company, Inc.
Rough Notes and The National Alliance collaborated to establish this industry award to provide a forum for successful agents and brokers to exchange their ideas and techniques with other agents; to support and promote the independent agency system; to reveal some of the success secrets of the most innovative property/casualty agents in the nation; and to honor some of the best in the business.
Selection process
All candidates were nominated by others, and were then contacted for further details regarding their background, agency, and community service. The judges are influential members within the insurance community who are board members of The National Alliance. Candidates were required to be (1) an independent agent or broker, (2) an agency owner or any other licensed P-C agent, and (3) established with the same agency for three or more years.
The winners distinguished themselves in a variety of ways. For example, they:
• Have developed a unique market or niche, or created an innovative agency structure or methodology
• Are leaders in education or association and/or insurer committee service, and within the community
• Are on the cutting edge technologically
• Have demonstrated an entrepreneurial spirit
• Are known to have superior relationship-building skills.
Now meet this extraordinary group—along with a clue to the innovation or pioneering idea that set them apart from and above the other applicants.
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F. Scott Addis, CPCU Innovation: Created a risk management audit process for all of his clients that has inspired a 90% new business hit ratio and 99% retention. |
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Jack Allen, Jr., CIC Innovation: Created a unique corporate culture with a variety of innovative programs to reward and drive the agency team. During his time at the helm, premium volumes have gone from $6 million to more than $100 million. |
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William Cadenhead, CIC, CWCA Innovation: Early adopter of technology, created the term SEMCI (single entry, multi-company interface), audits all workers comp experience modifiers with self-made program. |
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Bryan Costello Innovation: Created niches in nonprofits, software and Internet companies; created CSI University, an in-house training facility with an 18-month curriculum designed to teach an employee with no insurance background everything an account executive needs to know. In addition, he created a hybrid management platform that allows CSI to be completely paperless. |
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William Graham, CPCU, CLU Innovation: Attacked his staffing problems by hiring people from other industries and putting them through a rigorous in-house training program that he created. Concentrates on extremely high-risk accounts, those in Hazard Groups 7-10. Created a unique review process for clients, and an underwriting submission process for insurance carriers. |
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Lew Kachulis, CPCU Innovation: Approaches clients with an eye toward reducing claim frequency and severity. They do so through their own risk management and loss control consulting service and their own TPA. In the future, they plan to create their own workers comp company. |
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John Kelly, CPCU Innovation: Engineered an ESOP buyout to take company back to independent status. Runs lucrative niche programs for the cosmetic industry, fine arts, and psychoanalysts, among others. Created a disaster plan that efficiently moves the company data and phone lines across the country in a matter of hours. They created Frenkel University, which all employees attend and earn credits. |
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Richard Kerr, CIC, ARM Innovation: Created a Web portal where retail agents can connect with MGAs and carriers to find specialty coverages. MarketScout.com is a successful multi-million dollar revenue online brokerage designed to help retail agents, rather than compete with them. Web site includes CIC Select, a program that offers “elite” programs for those who have earned the CIC designation. Kerr is editor of the insurance trend report, “Market Barometer,” which is published monthly by 12 insurance trade journals. |
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Tad Krug, CIC Innovation: Developed medical malpractice niche that represents 17% of revenue, and an in-house division for risk management, and claims handling services which represent 18% of revenue. Krug is an advocate for the agency’s “three-headed” management approach, where management responsibilities are shared equally among the agency’s three leaders. |
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Guy Labelle, CIC, CRM, CPCU, CLU, ARM, CPIA Innovation: Early adopter of niche programs. Today has thriving niche business in more than a dozen market segments. |
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Jim Labelle, CIC Innovation: Started an agency in 1998 that focuses solely on personal lines products that can be marketed over the Internet. The fully transactional Web sites allow consumers to get quotes, purchase, and print out proof of insurance in 7-10 minutes. They also created a back-end product that they co-brand with more than 1,000 agents or underwriters, providing agents the same ease of use. |
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Dixie Leavitt Innovation: Every agency that the Leavitt Group has acquired retains |
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Jerry M. Lujan, CIC Innovation: Specializes in Wealth Protection and Creation Systems. Wealth protection clients make up 2% of client base and |
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Kent Nelson Innovation: In 1999, TJAG formed two specialty subsidiaries, Adams Safety Management Services (ASMS) & Medical Provider Risk Services (MPRS). ASMS provides a multitude of customized safety management programs and services for clients, while MPRS specializes in insurance and risk management services for health care and social services providers. This year the agency launched Human Capital Management, which delivers outsourced human resource solutions. |
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Robert Phelan Innovation: Created a suite of value-added services for the commercial middle-market account that agencies their size usually don’t have the expertise for. Also, was a first mover in several areas, including introducing the group captive concept to the Connecticut market. |
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John M. Pollock, CIC Innovation: Hosts the “Southwest Florida Blue Chip Community Business Awards” for small businesses that have overcome adversity to achieve success. In addition, concentrates on its employee-owners through an ESOP. |
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Ernesta Procope Innovation: Tapped into the Fortune 500 market using a variety |
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James “Rusty” Reid, CIC Innovation: Created a management structure around an ESOP that allows one-stop shopping for clients with expertise in a number of different areas. Owns their own certificate management system. Helped develop www.agentsecure.com, a site that pairs rural and small agents with standard carriers. Developed a credit card program for new health insurance enrollees. |
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William Rothwell, CPCU, AAI Innovation: Began to diversify heavily commercial lines business a decade ago and launched three new business units: a call and service center; a marine division that includes an agency-owned captive; and a life, health and benefits division. |
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Robin Suydam, CIC, AAI Innovation: The family-run business is still located on the family farm where it began close to 50 years ago. Niche in nonprofits and contractors and has a back-room service department whose only job is to explain endorsements and thoroughly check and explain renewals. |
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Harry Swimmer Innovation: Takes community service to its highest level. Created and works daily at a therapeutic horseback riding center that provides therapy to disabled children. |
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Dell Van Gilder, Jr. Innovation: The privately held company implemented a producer/account executive structure six years ago that has fedorganic growth of the company. In addition, developed niches in aviation, professional liability, construction, technology, habitational, and executive risk. |
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Thomas Williams Innovation: Created specialty niches in health clubs, social services, and other areas, to grow company from $8 million to $50 million in revenue in just over a decade. Created “Eco System” to complement sale of insurance products. Gave ownership back to proven sales employees throughan ESOP. |
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Donna Wilson, CIC Innovation: Continuously drives efficiency through technology, including use of triple monitors for processors, and a document management system. |
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Bill Wrigglesworth Innovation: Instead of going the traditional route—an agency manager for each location—he instituted the “silo” style where employees are on a specific team regardless of location. Created a division to handle small commercial clients in a paperless and more efficient environment. Created Payne University to educate current and new employees. |
You can read the full stories of this visionary group in a book compiled by The National Alliance Research Academy, The 25 Most Innovative Agents in America.
Now available to order. To reserve your own copy, contact The Academy at (800) 526-2777.
Special note:
Six of the winners will be part of a panel discussion on innovation October 12, at The Academy Forum, a special feature of The National Alliance’s 35th Anniversary MEGAbration Seminar in Dallas, Texas. The panel will discuss and give their ideas on these questions:
• What are the greatest issues facing the industry today?
• What does it take for an agency to be successful today?
• What are the attributes of the successful agent today?
• How important is the role of education in the success of both the agency and the agent?
• What advice would you give a new agent who wants to be successful right away?
For additional information, call (800) 633-2165. *