INSURANCE NEVER , NOW IT ’ S FOREVER |
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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
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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
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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 .
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“ 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 . |