Children in the agency
In the beginning, my children went to work with me every day. The office was in my father's house, so it was easier for me than many women. My two youngest children went to many insurance classes with me and sat at my feet while I worked in the office.

We had clients and company personnel who came to the office in my father's house and conducted business. I never apologized for having my children with me, and no one seemed to mind. It never crossed my mind that this was unprofessional until the day a territory manager from a company with whom we were trying to get a contract came to visit. I was holding my 18-month-old son and my second son was playing at my feet.

After some conversation, this man looked at me and said, "This is so unprofessional. I do not think my company would be comfortable knowing you have your children in this office with you. It is not going to work."

Although I was a little shocked, I was not angry or insulted. It was very disappointing not getting the contract. I merely thanked him and moved on to the next company on our list, which happened to have a female territory manager. It was apparent to me from our interaction that there was no question as to the integrity and professionalism of our office. We got the contract.

Fast forward several years, when my sons were in high school and I was working for PIA National on a convention committee. I called on the CEO of the company that had originally declined our agency a contract. In the course of the conversation, he asked me why I had never become an agent for his company. I smiled and relayed the story of our quest for those contracts all those years ago, and the subsequent denial. He turned a bright shade of red, apologized, and offered the contract on the spot. I had to tell him I did not need the contract at that point in time. As they say, everything comes full circle. I still have clients who ask me how my sons are doing. They did, after all, have an investment in their upbringing.

At the time, most company meetings were full of men and very few women. Most of the time I felt like a shadow. Even after my father introduced me, I would be greeted and ignored. However, I felt I was on the learning curve and had not earned much recognition at that point. I was in the "observe and learn" mode.

One of my carriers traditionally hosted a breakfast meeting to thank and recognize the agencies that had earned a contingency check. One year a new, much younger male TSM called the office and remarked he had noticed I never came to the breakfast meetings. He wondered why, since I was a partner. When I replied that I had never been invited, there was silence on the phone. He asked if I would like to come to the next one and I said sure.

Passing the torch
When I bought the agency from my father (to whom, for the record, I paid a full and fair price), we moved to a commercial location as my youngest son was entering first grade.

I would proudly sit in my office and greet the men from different companies and peripheral businesses of insurance. Some would look at me and say as if stunned, "YOU are the owner? Honey, you cannot do this job. You cannot run an insurance agency. Do you know how hard this is?" I would just smile and say, "You're probably right, but I'll get up every day and work at it until I realize it is simply impossible for me. Then I will give it up and find something else to do."

The disbelief that I was trying to run an agency was constant for several years. During that time, I got more advice on what I could not do than support for how I could do it. However, as time went on, disbelief gave way to acceptance. Interestingly enough, it was my father and my two uncles in the business who had never doubted me. And these guys, from the "Greatest Ggeneration" whose attitudes got a lot of adjustments along the road of raising daughters were amazing to me.

One day a client called and behaved rather badly in his conversation with me. I told my father I had upset an insured and he needed to call him, as we might lose a client. The next day, the man called back and apologized for his remarks. He went on to say my father had called him and asked him to move his business to another agency. Dad told him he did not appreciate his conduct with me and would not tolerate it. The man said he did not want to leave the agency, so if I would forgive him, he thought Dad would be okay with him staying. It was humbling to all of us, but mostly it was a lesson for me in how I would allow myself to be addressed.

My father changed jobs with me as he grew older and our roles changed. He started to file and take messages, take apps and do office support work, as well as being my mentor when I needed him. We were a great team. It was interesting to watch him make the transition. He never did think I could file, anyway.

My father was my champion and will forever be my hero. Never did he allow me to feel I could not run the agency. His confidence in me made all the difference. He came to work every day until three days before his death in

Rising up in PIA
As I continued to learn the ropes, my participation in PIAK and PIA National became priceless to me and to my understanding of the role of agents in this great industry. I was elected secretary treasurer of PIA National. While other women had run for office before my time and still worked hard in the association, I was the first woman to win a seat on the PIA National executive committee. I was named president of the national organization in 2006.

From the moment I walked into PIA National as the national director from Kentucky, I was welcomed, mentored, and encouraged to participate. It was invigorating. The support came from all corners of the country. When I finally reached the year of my presidency it was a career highlight and a humble privilege to give back to my industry in service to my fellow agents. I was the first woman to serve as president of PIA National. It was certainly a proud moment for the little lady from Kentucky.

My presidential year went well. We fought to preserve state insurance regulation, keep the federal government out of the insurance business, and protect the rights of independent agents to earn contingent commissions. The high point was when I had an opportunity to testify before Congress on behalf of my fellow agents.

The future for women in our industry
While there are more women in the industry today, there are still wide discrepancies in the roles women play. I know many women agency owners. They tell me, and I agree, that women still must work harder, know more, and be more prepared to win the client than their male counterparts.

However, we can't afford to use discrimination as an excuse for a lack of confidence and success. Our professionalism is what overcomes biases. We have some amazingly talented women in this industry, and I am certain there are more to come.

While young women entering the industry today probably don't encounter the same roadblocks I did, they will still have to challenge some bad attitudes to succeed. Our world will never be free of it on all levels, as we see daily in the news. But we can rise above it if we stay focused on the work at hand and never be deterred.

For all the women who have gone before me and for those who traveled the road with me, you have my deepest respect for all you taught me and for your undying support. For those of us who have been on this journey for many years, I ask that we make a point of championing the women around us. Last but not least, for all the men (especially my dad) who have been our champions, thank you always and forever.

Donna L. Pile is the owner of A.G. Perry Agency of Lexington, Kentucky. She is a past president (2005-2006) of the National Assn. of Professional Insurance Agents (PIA National).