Declaration of Independents

Scott M. White

CEO, CRO, Partner/Advisor
VAST
Marquette, Michigan

VAST BLUE. Scott White cites the process, client experience and culture as his firm’s biggest success—and says its continued evolution is critical to the protection and growth of his agency.

As partner in his 130-year-old agency since 1993, Scott White has continued a tradition of transformations to maintain vitality. The agency has earned the Big “I” Best Practices designation since 2007.

WHAT IS VAST BLUE?

It’s a branded process that guides how we work as a team and gives us clarity of purpose. About 15 years ago, we prided ourselves on being a “great customer service organization,” but found that was the minimum expectation of our clients. So we evolved into a “dynamic sales organization,” but no matter how we positioned it internally, three-quarters of our team was not directly in sales. Our guiding mission wasn’t inclusive enough.

Last year, we entered our “growth company” phase. Every associate is gaining clarity on how their role can help grow the company. Growth goals include an improved culture, an enhanced client experience, the addition of new talent and new education for the team.

VAST BLUE HIRING?

Our industry needs to attract and retain the brightest young talent. Currently, 20 of our 40 employees are under 35. We consulted with InCite Performance Group to develop, tailor and brand the VAST BLUE hiring process. Its central focus gives us and new hires the clarity of a plan for their first three years.

EFFECT ON SALES?

We make sure our clients are fully immersed within the VAST BLUE sales process. Every customer deserves a plan with solutions that are specific to them. Their needs are continually evolving, and our value proposition has to follow suit.

Under the VAST BLUE process, every associate understands that three points of improved retention equal the same money as three points of new business growth, and that it is less expensive to keep those ideal clients. While most insurance agencies look at the annual renewal as a yearly sale, we have a different perspective. We use it as an opportunity to give a client a progress report and update the insurance policies and exposures. Each client receives a new personalized plan and risk profile.

YOUNG TALENT?

We strive to find out first if our potential new hires have made ours their community of choice. We look for talented people who have returned home to the area. We also recruit new graduates, but having interns from the local university has allowed us to begin working with millennials before they graduate. And we have a strong internal referral reward program for our current team.