Declaration of Independents

David Hale

President
Hale & Associates Inc.
Fairbanks, Alaska

David Hale used an economic lull to grow his agency to $28 million in premium in a community with a 25-mile radius and 100,000 people. “With the Alaskan economy stymied, the time was perfect to build the staff and their knowledge,” he says. Six of 10 employees are under age 30—four of whom have celebrated seven years with the agency. “Once we get ‘em, we usually keep ‘em,” Hale says.

FINDING YOUNG TALENT?

I go to the university and ask people. Look at the people who are involved and give back to the community—you’ll always find an insurance professional in that group. When I interview them, I think beyond what they know. When I hire them, I say, ‘Hey, this is a stepping stone.’ They realize it’s a good business, and they like it.

FUTURE PLANS?

I’m banking on the future. I’ll continue to grow the talent in my office and give them the tools necessary to give the best service and advice to the client. I’m excited to get my family involved and bring the next generation through. The addition of my daughter and the investment in young talent seven years ago is starting to pay dividends.I love my staff. I’m in the best position in Alaska with the young team that I have. A lot of my competitors are retiring and have no one coming up the ranks.

LEARNING FROM CUSTOMERS?

Listen! So many times we want to tell them what we know. We are out there trying to impress on them why they should do business with us. If you’re too busy talking, you’re missing the opportunity to learn what they want from you. Let them tell you what the pain is, where they’re having issues.

INDUSTRY ADVICE?

We need to be out in front on the cyber world. Buyers today use the Internet, and the independent agent needs to have a big presence there. My website is functional. I tasked my daughter with taking over the website and social networking because we have a great opportunity there to be more customer-centric and interactive.

MOTIVATION?

The satisfaction you get from helping a client and the win of writing new business. My grandfather was my role model. He taught me how to work hard and treat people with respect. He was a grocery store owner at a meat market in Montana. Very sharp guy, full-blood Italian. We [grandkids] were stocking shelves as soon as we could stand on a box and put cans on a shelf. He taught me to show up early, not on time, and put in an honest day’s work.