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A Better You

By Brett Young

Personal growth is arguably the biggest needle mover for any career and organization

 Thu, June 21, 2021
stack of books
stack of books
In an industry occupied by technical knowledge, policy language expertise, fancy acronyms, and E&O paranoia, have we lost touch with the engine of progress? Do we pride ourselves and our staff on letters after our names rather than books on our end table? Or what tech stack we use for maximum productivity rather than how we plan our day? Do we boast of how many hours we work rather than what our morning routines look like? Or what our continuing education schedule consists of rather than what our personal development plans include?

The art of mastering the self has no place in a world that is focused on the science of mastering insurance, right? Oh, what a shame it would be to land in the best industry on the planet and be forever distracted from the only thing that moves our personal progress forward: becoming a better version of ourselves.

The gift of personal development is not only the greatest gift we can give to ourselves, but it is the biggest asset we have—and can provide to our clients. Whether you are working to resolve a claim, navigate an underwriting issue, secure a renewal, or bind a new piece of business, you are the product. You, in its entirety. No, not just your insurance acumen or your experience in the business. You; your energy, your communication, your problem-solving, your creativity, your patience, your ability to connect with people, your ability to listen to people, and (perhaps of increasing importance) your ability to influence people.

The list of personal skills and qualities far outweighs any professional inventory. Furthermore, and more important, the education you subscribe to and the work that you put in on improving yourself with your kids, your friends, and your family are the most transferable skills to being a successful insurance professional.

The Florida insurance marketplace changes every day. It is as volatile as any market anywhere in the world. What was true yesterday is not true today, and what is true today will not be true tomorrow. This change is constant in our world and we are required to keep up with these shifts in order to be a true insurance professional these days.

Yes, a lot of this includes professional improvement and we lean on many resources to stay up to date with our professional education. Halcyon and its team, for example, are one of the top resources that we leverage to keep a pulse on the marketplace. They are more than a partner to help us place business, and they are an advisor for our many questions: What has changed in the marketplace? What are they consistently seeing with underwriting tolerances and exceptions? What are some of the things that we should be aware of while marketing in the field? I’ll be the first to say that having such resources readily available is essential to competing in this ever-changing market.

Nevertheless, what kills more careers is not what is required, but rather what is not.

Over the last decade of observing, teaching, and mentor-ing insurance professionals from different backgrounds, walks of life, and positions within the agency, I found that the single greatest predictor of success comes down to one key thing: the consistent practice and study of personal development.

The individuals who rise among the ranks, close the biggest accounts, and serve customers at the highest level, are deeply rooted in personal growth activities. In fact, I’d contend that they work much harder on becoming a better human being than they do on becoming a better insurance professional. How can that be? In short, they understand that to earn more, they must become more. They are less concerned with the “how’s” and much more focused on the “how to approach the how’s.” Another way to articulate this would be, “how to think rather than how to do.” They have grown to understand that the principles that guide personal progressi n any craft are universal and not industry specific. Although the problems we face in this turbulent Florida market will change, the process of finding solutions does not.

The gift of personal development is not only the greatest gift we can give to ourselves, but it is the biggest asset we have—and can provide to our clients.

The “personal development book”
Now, whether you are an employee of a larger firm, work on a small team, or are an agency principal, there are many ways you can systematically encourage and practice personal development within your organization. One powerful way to do this is to start a voluntary, discussion-based personal development book phone call. I’m proud to say we’ve run a conference call such as this for 15 years; I’ve seen first-hand the power of this simple, consistent discipline.

Over and over again, we’ve witnessed new team members come into our organization (some who have never opened a personal development book before) and slowly become a completely different person through this cultural exposure. The act of consistently reading opened up a whole new world of possibility for them. With time, closing ratios improved, record-breaking production months became the norm, and delivering extraordinary customer experiences became fluid and standard.

Whether weekly or bi-weekly, we jump on a 30-minute call to discuss the latest chapter of the book we read together as a team. The call is not presentational, but instead discussion-based. One team member runs a “check-in,” if you will, to introduce and edify the person leading the call that week. This teaches import-ant skills that are transferable to becoming a more well-rounded profes-sional: public speaking, organization, preparation, getting comfortable with being uncomfortable, the art of edifica-tion, and bringing energy to the group.

The weekly leader (who rotates every call) will lead us in a discussion of the chapter, what they liked, and what they did not. Questions are posed and illustrated, vibrant discussion and occa-sional debate take place, and we even address applicability to our daily work-place. For example, “How does this concept in the chapter apply to our activity as insurance professionals?” Oftentimes, these conversations continue throughout the week and into the break room, on our way to lunch, and away from the office.

Although there are many ways to encourage personal growth outside of work, it’s been an invaluable reminder that growth is the biggest needle mover for any career and organization—let alone, insurance. It’s proven to have such an enormous impact that I often ask myself the same question: What would our organization look like if every person read 10 pages of a good book every day for the next five years?

I am convinced there is no greater progress leverage point within any organization than this.

Yes, things are changing rapidly in our industry: processes, insurance carriers, technology, underwriting, distribution, consumer behavior, and legislation. All this means is a different tomorrow for us as agents, and with it might come an outdated knowledge of “how to do things.”

One agent’s “problem” is another agent’s opportunity. Simply by a shift in thinking, we can become problem-solvers instead of problem-prisoners.

Widespread cuts in Florida home-owners insurance commission rates will not be the end of an industry. But, it can be an opportunity—for those who are positioned—to take market share. You can’t possibly teach or learn all these “how to’s” for every scenario that may come up, but you can teach the universal laws for “how to think.”

Make no mistake, other unknown challenges will emerge for the future Florida independent insurance agent. Yet, the more problems that arise and the more challenges we face, what I am reminded of—and even more convicted of today than ever before— is that the true power is in personal development. Those who are deeply rooted in this practice will rise to the surface as industry leaders, key problem solvers, and future thinkers of tomorrow.

[T]here are many ways you can systematically encourage and practice personal development within your organization. One powerful way to do this is to start a voluntary, discussion-based personal development book phone call.


Brett Young
The author: Brett Young is CEO of Erb and Young, a local Florida-based independent insurance agency that focuses on personal development as the primary driver to innovation and creating extraordinary customer experiences. Brett started his professional career in late 2006. He was introduced to the insurance industry through a direct sales company while finishing up a bachelor’s degree at the University of Central Florida. Moving into the property and casualty space in late 2009, Brett and two other business partners opened Erb and Young in early 2011.


This content is strictly informational and should not be used as specific advice on insurance products, legal, accounting, and/or tax related matters. Insureds should always contact the appropriate licensed professional for their insurance, legal, accounting, or tax needs.

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