YOUNG AGENT FORUM

OPPORTUNITY KNOCKS

Involvement in industry events--like the IIABA National Legislative Conference--can open many new doors

By Rick Dinger

Ironic as it may seem, I've been in the insurance business for nearly 20 years, but at age 35, I am still considered a "young agent"! When I first started in the business at my father's agency, my immediate task was pretty daunting for such a young man: I was one of three agents assigned to rewrite two books of business from carriers that pulled out of California. Besides giving me the simple yet direct advice of "go sell," my father encouraged me to participate in our industry association activities--namely the IBA West [Insurance Brokers and Agents of the West] young agents conferences and Southern California's All Industry Days.

Attending these conferences has proven to be one of my most profitable career moves. During these meetings, I discovered I was not the only young producer in the world who was working on a draw, going deeper in the hole to the agency, being rejected by prospects because of my youthfulness and inexperience, and having to call clients with rate hikes. While it was comforting to talk to other young agents with whom I shared these common predicaments, it was extremely helpful to network with and learn from "older" (30-something), more successful agents. I looked up to these agents because I could see that they had rounded the bend and were now able to provide for their families, purchase homes and boats, and even drive new cars!

Over the past 17 years, I have attended 15 of our state's young agent conferences and numerous national events. Each year, I meet new friends, expand my knowledge of the marketplace, become energized by my associates' successes and motivated to try new ideas to build my business. These events have also led to friendships and contacts that I otherwise would never have made. I now do business with excess and surplus lines brokers, some of whom I met as many as 10 years ago at these same meetings.

I attribute a sizeable share of my business growth to my involvement at these conferences. My ability to get quotes and make sales largely comes from the name recognition and credibility I've developed with other attendees. Besides the many friendships and valuable industry contacts I've made, these conventions have allowed me to become actively involved in helping combat the legislative challenges facing our industry--something I would never be able to do effectively by myself.

In 1987, just two years after I was licensed, California voters passed Proposition 103 which effectively rolled back insurance rates to January 1987, reducing those numbers by 20%. This sent the California insurance industry into a tailspin; and most companies, not sure of the end results, either put a moratorium on new business or pulled out of the state altogether. Needless to say, my career and my future in the industry were not as rosy as they had once been. But sitting on the sidelines and letting people try to legislate me out of business was not an option.

To make my voice heard, I got involved in my local Chamber of Commerce and after five years, became president. The lessons I learned through those Chamber of Commerce activities have served me well over the years. I got to know my local elected officials and their staff and--more important--learned about the legislative process and why my business's future depends on my active participation. Let's face it; my business is just that--MY business. If I don't work diligently to protect it, who will?

During my first National Legislative Conference, I attended an event for my local congressman, Representative Jim Rogan. I did not want to be late for the event, so I arrived very early. Representative Rogan also arrived early and this led to a half-hour, one-on-one meeting. As a result of this meeting, later that same year one of Representative Rogan's staffers invited me to go to Washington D.C., to testify before the House Judiciary Committee on the Small Business Liability Reform Act of 1999. As the consummate salesman, I immediately said yes even though I didn't have a clue as to what testifying before Congress entailed. Fortunately, I turned to the awesome staff at IIABA who helped me to prepare my statements and provided expert guidance and encouragement every step of the way.

This tremendous experience taught me that it is critical for our lawmakers to be able to call on people within the insurance industry for expert information prior to making critical decisions that will affect our businesses. There are many organizations and so-called experts out there attacking our industry and therefore our ability to earn a decent living, so it is imperative that we generate friendships and professional relationships within the legislature with people who will advocate on our behalf and be our voice on Capitol Hill. That's why IIABA's National Legislative Conference has been and will continue to be a real highlight in my insurance career.

Over the years, I have made great contacts and have learned how the legislative process works. I've learned the value of being actively involved in the legislation that drives my business instead of just taking a backseat and hating the ride. Meeting one-on-one with your Congressmen, educating them on the issues that affect our industry, and battling for your future, is an experience that you can't get from a classroom civics lesson. Being involved in the process drives home the "immensity" of how it all works and how you are affected one way or another. Whether it's skyrocketing premiums or terrorism reinsurance issues, legislation has its hands in every aspect of our business, and I for one am not willing to take this formidable challenge lightly.

If I haven't yet convinced you to get involved in legislative activity, how about a bit of name-dropping? I've had the pleasure of meeting top lawmakers such as Senator John McCain and Speaker of the House Dennis Hastert. And last year because of yet another one of the many important contacts I made at the National Legislative Conference, I was invited to the White House to witness the departure of President Bush on the South Lawn where he boarded Marine One to go to Camp David. Talk about some great memories!

As a result of my experiences with the legislative process at association events and all I've learned about getting involved, I am now launching my own campaign as a candidate for my local city council in Glendale, California, a city of more than 200,000. (See www.RickDinger.com for more information.) To help me prepare for my campaign, IIABA again offered its assistance. The association offers a Campaign Institute every two years to help its members who are running for political office, and this was very instrumental in helping me get up to speed and prepared for my campaign. IIABA is consistently named one of the top lobbying groups on Capitol Hill, so it's not surprising that they are able to help politically motivated independent agents every step of the way.

With all I've learned from attending association events over the last 17 years in this industry, I still find it impossible to believe it when I hear people say, "I don't understand why people attend those events. You sure can't make any money hanging around a bunch of insurance agents. It's just a waste of time."

This could not be further from the truth. *

The author

Rick Dinger is president of Crescenta Valley Insurance in Glendale, California. He has been involved in the Insurance Brokers and Agents of the West (IBA West) on the state and local levels for 15 years, and currently serves on the National Young Agents Committee as the Far West Region representative.

Young Agents--Don't Miss This!

27th Annual National Legislative Conference April 2-4, 2003 Capitol Hilton in Washington, D.C.

Young agents--the future of the independent agency system is in your hands. Don't miss the chance for your voice to be heard on Capitol Hill. Plan to attend the largest and most effective legislative gathering of its kind in the industry--the Independent Insurance Agents & Brokers of America (IIABA) National Legislative Conference. The IIABA is one of Washington's top lobbying groups and when IIABA members speak, political leaders listen. The conference features special activities for young agents. Join the more than 800 agents who will take to the Hill in April.

For a copy of the National Legislative Conference registration and
hotel reservation forms, visit www.independentagent.com, or dial IIABA's fax-on-demand service at (800) 296-0578 and select option 4200. For more information about National Young Agents activities and the events being held at the National Legislative Conference, contact Leslie Mularski, National Young Agents Program Manager, at leslie.mularski@iiaba.net
or (800) 221-7917.

2002-2003 IIABA NATIONAL YOUNG AGENTS COMMITTEE

Committee Chairperson
Jacki Jungsberger, AAI, ACSR, CPIW
Tri-County Agency of Brick, Inc.
Brick, New Jersey

Committee Members

Southern Region:

Bill Connolly III

Evans & Associates

Kinston, North Carolina

Mid-America Region:

Mark Bauer

Brady, Chapman, Holland & Associates, Inc.

Houston, Texas

Far West Region:

Rick Dinger

Crescenta Valley Insurance

Glendale, California

North Eastern Region:

John Olivieri

J. K. Olivieri Insurance Agency

Lakeville, Massachusetts

Great Lakes Region:

Brian Konen

Konen Insurance Agency, Inc.

Aurora, Illinois

IIABA Staff Administrators:

Leslie A.R. Mularski

Barbara Miller-Richards