AN OUTSIDER’S INSIDE PERSPECTIVE
An Outsider’s Inside
Perspective
The State Of The Industry
H
ello, my name is Deane Brumwell. For the past
five years, I have been a life insurance broker in
Saskatchewan. I am a 47-year-old husband, father
of three great kids, and this is my third career.
When working with my clients, I draw on my life
experiences—both inside and outside of the life insurance
industry—to give me a unique perspective on the state of the
industry and how it is evolving today. My goal is that this “outsider’s
inside perspective” be of value to others, whether in the personal,
family, or corporate market. With this in mind, I would like to share
a little bit of my story and hopefully open up some new avenues of
discussion.
My first career was in the hospitality industry. I started as
dishwasher, busboy, bartender and disc jockey before I worked
my way up to promotions manager and finally to assistant
general manager and part owner. The lessons learned while in
my hospitality career varied from product handling and customer
relations to cost averaging and corporate negotiations. Life
insurance in the corporate world played a big role, but it was all
behind the scenes and I never realized this until I reached the
management level.
My second career was in the steel industry, and it lasted for the
next ten years. As an employee, I learned what hard work truly
meant and how shift work can affect your life, especially outside
the factory walls. At the time, I relied on the benefits that our union
had negotiated with the company, but I now know that for my
family, I was only partially protected. In our case, finding the rest of
what we required meant going to an outside source to supplement
my union’s collective bargaining agreement coverages. Navigating
the myriad products in the marketplace is where I truly became
interested in life insurance and the industry as a whole.
My first two careers taught me how to deal with people and the
value of hard work. I have used these lessons in my five years inside
the life insurance industry. For the past two years, I have worked
with Knight Archer Insurance, travelling all around this great
province of Saskatchewan. My growth during this time has been
profound and exponential, both professionally and personally. I
now work with families and business owners to secure their future
in a variety of ways, whether it is a simple policy to protect a family
or a corporate buy/sell agreement that is tax efficient and properly
funded through a properly placed life insurance policy.
My time thus far in life insurance has provided me with a
few observations which drive my thoughts about the ongoing
development of our industry. From where I stand, this industry is
rapidly evolving toward a more digital and online presence where
customers are able to serve themselves without the need of what
many view as a “middle man.” This change seems to be driven
primarily by the millennial generation’s demand to have more
control over their buying power. While this transition appears
BY: DEANE BRUNWELL,
KNIGHT ARCHER LIFE BROKER
to be easy, statistics prove that Canadians have never been so
underinsured. As a father and as an adviser, that concerns me. My
role is to bring my training and expertise to the conversation and to
help my customers answer their tough questions.
As life insurance agents, we are professionals. We are continually
upgrading our skills and education so that we can stay ahead of this
ever-changing industry. We are not one dimensional; we keep in
mind that having good conversations with the right people is where
we shine. Whether we are dealing with a family or a business owner,
we can provide value by asking the right questions, uncovering the
issues, and by giving the best information and advice available.
Part of the human condition involves sickness, illness, aging and
eventually death. We can never escape that. Now more than ever,
this world needs life insurance professionals to be at our best. Life
insurance will never replace a life, but it can take on the financial
responsibilities that will be left behind. I look forward to our next
conversation. +