From the Front Lines: Classic Cars

How did you get started at your agency?

Historically, a lamplighter was an individual responsible for lighting the lanterns that allowed people to successfully navigate their way through town—they served as the town watchmen for bandits. Today’s lamplighters have a more complex and important role: risk managers. “Lighting the Way” is our philosophy of helping clients safely navigate their way through life’s perils. To me, “Lighting the Way” is about giving our agents the opportunity to live the sales dream: an independent role with options for a vested interest.

Why classic cars?

Clients who own classic cars are relationship people. They use relationships and networking to purchase the vehicles and then rely on word of mouth to get specialty services performed on those vehicles. The phrase “it’s a small world” is very prevalent in this line of business, and understanding values is paramount when assessing and placing proper coverage for this class of vehicle.

Biggest classic car challenges?

Making a proper placement requires seeing the vehicle, understanding the history, and making an assessment based on real-life value. Unfortunately, there’s no “book” where you can look up these values, and the cost of a misevaluation can lead to issues for clients and agencies. In our current business climate, this translates into a process that takes longer than usual.

Future of classic car insurance?

The future is here already. We anticipate that as vehicle manufacturers continue to adapt to the changing face of the automobile industry, these classic vehicles will grow in value and continue to create a need for experts in the marketplace. A computer can give you rating factors, but it will take a trained eye to see the true value of these classic beauties.

What’s your advice to other classic car agents?

Learn about your products. Talk to your classic car owners and ask them how various limitations will affect them. They are not only your “subject” in your sale of insurance; they are also your best resource for information.

Favorite success story?

The excitement that comes with congratulating a client on the purchase of their dream car. Whether it’s a collector with a warehouse full of vehicles or a client who is buying the car they drove 50 years ago when they first got licensed, it’s a feeling that doesn’t come with our other lines of insurance.