“It was always my Plan B and I never really ended up having a Plan A,” she jokes. “But in hindsight, 12 years later, this industry has totally rocked my world.”

There’s definitely a talent crisis. There are agents out there who simply can’t fund new producers or qualified people, and that’s forcing them to look at perpetuation solutions more seriously.

I have a huge passion for the grassroots of getting people involved in this industry. I’m a big fan of Gamma Iota Sigma, the insurance fraternity at universities. They’re doing a nice job of attracting not only insurance majors, but students in risk management, actuarial folks and other people. Across the board, the opportunities this industry provides are way more than just insurance. Getting that message out is really important.

We’ve done more than 30 mergers & acquisitions. They’re smaller—usually two to five employees. But we have nine locations, 65 employees and a unique business model that allows us to compete with the larger brokers while still maintaining the look and feel of a hometown agent.

WHAT SETS YOUR AGENCY APART?

We’re very niche-oriented. We’ve got five different niches—our largest is the public sector. All my clients are public entities, municipalities, police and fire departments. I’m a total geek about it. I’m a political junkie on the side—if I wasn’t doing insurance, I’d be in politics. I really like being able to walk side by side with the clients and guide them through claims and risk management, then tailoring packages to whatever they need.

WHAT ELSE DO YOU LOVE ABOUT INSURANCE?

I’m very involved with employee development across the board. Our theory is that if we take care of our employees first, then the customers are going to be taken care of because we have a good culture. Watching my employees succeed and blossom—that’s my favorite part.

GIVING BACK?

My whole goal in life every day is to pass on the legacy I’ve been blessed with. Wichert has two different foundations we’ve set up and employees are active in both. That’s one of the ways we try to remind everyone that we’re still part of the community. Even though we’re growing, even though we’re expanding our capabilities, we don’t want to lose sight of why we’re in this business.

WORK/LIFE BALANCE?

I’m married to a head high school football coach, and we have a 2-year-old, Kendall, and a 5-year-old, Jesse. Technology has allowed me to make my own schedule and be with my family when I need to be. Literally, if I’m not at work, you can find me on the football field. I don’t miss a game.

BOYS’ CLUB?

My dad is still in the business, and it was my great-grandfather who started the agency. Now, out of our principals, four of us are women. I’m part of the Women’s Agency Leadership Initiative with Selective Insurance Company of America—this is their first year doing it, and we meet three or four times a year. It’s basically a bunch of women insurance professionals getting together, anyone from an account manager to an owner. We always have a topic and a speaker come in. The goal is to expand our horizons, share knowledge with each other and build those professional relationships.

This industry is a very small world. Besides the people you work with, you rarely run into other insurance women. You just don’t. They’re always men. That’s finally changing, and it’s really cool to be part of the change.

I’m also a big golfer, and let me tell you, that helps in this industry. I can totally fit in. It’s one of these little arrows in my quiver. You instantly gain credibility from men when you can hit a golf ball—it’s hilarious.