INSURANCE NEVER, NOW IT’ S FOREVER |
||||||
> |
THE SECRET“ I guess this isn’ t new,” Quincy admits,“ but I found out that the real secret to success in insurance and probably in any business is the relationships you develop. And that’ s definitely the case in Las Vegas. The relationships my father and I had developed over the years presented me with a great opportunity, when the city of North Las Vegas came to me for help with its employee benefits program. It was a terrific break that had me smiling— and losing sleep, as I examined their needs from every aspect. We landed them as a client and built on that.
“ The good work we did for the city led to other opportunities. At the same time, Washington was hashing out the ACA, and we decided to embrace it as the then-future of healthcare in the country. We put together a summer series of free seminars every month as it was being refined, providing information about the particulars of the law and the changes that were being made as it went through the halls of Congress. People were grateful for the help we gave them, and that led to more business and our
|
relationships and referral base grew.”
The agency took a multiple-platform approach to maintain and expand its relationships.“ We’ re big on social media and education,” Quincy says.“ We have continued to provide regular seminars on insurance issues, as well as having a risk and business magazine.”
At the same time, Branch Benefits Consultants has regular outreach to the community that it serves.“ We participate in quarterly events for local charities,” Quincy notes, pointing out that“ as an independent agency we value being active in our community and, thankfully, that has also helped us develop and strengthen our relationships.
“ The key to making this work is consistency,” he adds.“ Just as you need to keep the new business pipeline full, you also need to keep the relationship pipeline filled to capacity, by regular communication at all levels.”
COMING FULL CIRCLE In 2011, Aubrey and his partner started to implement their perpetuation plan by offering Quincy the opportunity to
|
incorporate their book of commercial property / casualty insurance into his operation. By 2014, Quincy completed the transition, using the time to meet with the clients in order to affect a smooth transition.
“ Even though we’ re only six years old,” he says with a grin,“ we have a mature book that stretches back 20 years, and I’ ve known a lot of those clients for some time. They were friends of my father who I met growing up. They’ re very pleased with the continuity that we offer by‘ keeping it in the family.’”
Equally important to success is the relationship the agency has with its carriers.“ The carrier partnerships are crucial to growth,” Quincy points out.“ We’ re in a high-growth mode and our carriers appreciate the business we are bringing their way. We are members of the Westbridge Insurance Network( WIN) for our commercial lines. Each year, we provide our carriers with our strategic plan to make certain that we are on the same page. It has to work for them to create the win-win scenario.”
STRENGTH IN DIVERSITY“ Our staff is diverse, coming from several different ethnic backgrounds,” Quincy says proudly.“ I am a 40-yearold African-American male, one of our agents is a Syrian female, and four other agents are Hispanic. Because a great number of people in the Las Vegas area are Spanish speakers, we have a staff who can communicate with them in their language of choice.
|
|||
“ This diversity has created a dynamic culture that I like to think has been helped by the fact that I am not a micro manager,” Quincy continues.“ Our team is comprised of adults serving adults, and that’ s the way they are treated. We agree on a strategic plan for the agency, and then they go out and implement it in the manner that best fits the way they relate to our clients. |