Declaration of Independents

Kelli Dean

Vice President
Physicians Insurance Services
Athens, Georgia

Kelli Dean, 39, says she has achieved perfect work-life balance. Once defined by her career, she found the elusive equilibrium when she married a fellow insurance professional (key to happiness?) and started a family. She says her career, now part-time, makes her a better wife and mother—and that familial bliss enhances her professional life.

INDUSTRY FUTURE?

Considering the number of agency principals on the verge of retirement, I’m concerned about the next wave of agency owners. Are they prepared? Are they trained to be agency principals? While they probably are successful producers, do they have agency management experience? This is an area that deserves attention.

ATTRACTING NEW TALENT?

I’ve had opportunities to speak to college students about insurance. A lightbulb just above their heads turns on when I tell them that insurance is one of the few businesses in which your interests can intermingle with your career. If you love boats, you can specialize in insuring them and everything related to the boating industry. If you love sports, you can specialize in that field. An insurance profession can be molded into whatever you’d like it to be.

BUSINESS FOCUS?

Our niche is medical professional liability. We’ve had great success partnering with agencies that have medical clients but aren’t versed in medical malpractice insurance. It’s a win-win. For the agent, we’re a nonthreatening solution and for the client, we’re a source of expertise in an area that’s personal and costly. Fusing the strength of local relationships with tailored expertise has a positive impact on our agency’s growth.

CUSTOMER LESSONS?

Let’s be honest: Appreciating insurance isn’t always easy. Those who appreciate what we do taught me I’m important. That lesson is a huge help in qualifying new business opportunities. My specialized field involves a great deal of time and counsel. It’s important that I be viewed as someone who brings value, and that begins with the customer who desires a trusted advisor.