What advice do you have for Millennials struggling in a professional environment?
I see young agents not interacting with staff. We need our predefined spaces, but I wouldn't mind lower walls where you could see people's faces and have conversations face to face instead of an interoffice phone call. They also struggle with “this is how we've done things for 20 years” versus a new way that may save time, money and frustration. Have a meeting every Monday where you can offer new ideas, either anonymously or publicly.

What's toughest about being young in a field where the average age is 55?
It's very tough! When the average client knows my age, he wonders why he shouldn't work with someone 30 years older than me. Just because that agent is older doesn't mean he's been in the industry longer or is willing to work harder. I also let clients know that I'll be here for another 30 years with my name on the door versus someone retiring in 5 years.

How does technology fit into your work strategy?
I bought an iPad to cut down on paper and for mobile access to my markets. Just in proposal printing costs and by selling insurance remotely I paid for the iPad in 5 months and it should last quite a few years. I've sold insurance in places I've never even thought possible—including in a casino over the weekend. Then on Monday I quickly reviewed the client's specifications, obtained a few signatures, a check and a handshake. Technology didn't sell that policy but it definitely made it easier.