From the Front Lines: Aviation

How did you get started at your agency?

I started in the insurance industry when I was 16 years old. My parents opened their independent insurance agency in Baltimore back in 1994. They let me be involved in as much of the startup process as I wanted to be. By the time I was 18 or 19, I had earned my first license.

My goal was always to either take over the family business or to eventually start my own agency, so I wanted to learn as much about the insurance industry as I could. After more than a decade working in the family agency, I wanted to see what life was like on the other side of the fence. I got the opportunity to work in surety claims subrogation at Zurich Insurance before completing my MBA and then shifting into a fidelity bond/crime insurance underwriter position at Zurich. Between about five years of subrogation and underwriting experience, plus all those years on the agency side, I felt the final step was gaining experience as a financial adviser.

After a couple of years in the financial advising world, it was time to take all my education and experience and build my own agency. With four children and a big mortgage, I figured this was the perfect time to go from having a really great paycheck and benefits to starting a scratch agency from the ground up. Halfway through my second year, I opened up another location in the Florida Keys. My goal is to become the premier boutique independent insurance agency in not only the First Coast and the Florida Keys but the entire state of Florida. Where we go from there, only time will tell.

Why aviation?

I’ve always had an interest in aviation, probably because both my grandfather and mother were in the Civil Air Patrol. I loved hearing both of them tell my brother and me about their experiences. Another reason is how quickly drones have picked up in both popularity and usage. I knew that if I was going to continue and grow my agency, I had to be able to provide the coverage my clients needed.

Biggest aviation changes?

Very recently, we have seen drones going from something that only the military used to something photographers, videographers, realtors, and various other professionals need to use in order to stay competitive and provide the services their clients demand. Aviation is not just airplanes and helicopters anymore. Drones impact various professions, and the insurance industry is still developing.

Future of aviation?

What comes to mind is The Jetsons. I remember watching this old cartoon as a kid and thinking I would never see the day when people fly their vehicle to work or school, but maybe we will see people commuting through the air after all.

Aviation advice for a fellow agent?

Read, research, and ask a lot of questions. If aviation is something you’re interested in, talk to pilots, find a carrier that offers aviation insurance, and contact them. Set Google Alerts for aviation insurance-related keywords. Make sure you let your clients know that you offer this type of insurance. You may have quite a few clients that need your help with this. They probably never thought to ask you if you could help them.

Favorite success story?

My first aviation opportunity was a videographer/photographer who had been in business for a long time. He updated his website with a picture of a drone and advertised that he was now offering aerial photography and video services. His insurance carrier found out and advised him that it not only excluded coverage for this risk but would cancel his policy if he did not provide proof of drone coverage.

The client needed proof of insurance for a large contract he had just landed. If he didn’t secure coverage, he would lose this opportunity and suffer damage to his reputation. I was able to help him with the drone policy quickly and efficiently, plus shop his other business policies and find him better coverage. Since then, I have earned his personal insurance business, and he has become one of my best referral sources.