What legislative issues interest you?
I'm focused on staying abreast of the changes regarding the NCCI's split point calculations. Based on the projected changes, several companies will be subjected to an increase in their experience ratings as a result of the new formulas. Because I focus on clients with larger workers' comp exposures, as well as those that need a 1.0 or below experience rating to bid jobs, I'm constantly focused on learning how to better prepare them for the changes.

What sales strategies work for you?
I have focused more this year on taking a consultative approach with any prospective clients. When I first became an agent, I was ecstatic to have the opportunity to quote for someone. After having limited success with, my mentors taught me a much more sophisticated and successful process. It allowed me to do a better job of identifying a true opportunity. It also reminded me that my time was most important to my existing clients, and that I could not properly service them if I was exhausting my time “practice quoting.”

What's your mantra for success?
I live by the mantra “fortune favors the bold.” In life, we're faced with many challenges and obstacles. We're reluctant at times to step outside of our comfort zones, as we fear failure or rejection. Perhaps in sales, this is most evident. I constantly try and remind myself that by stepping out of my comfort zone, I can unlock doors to opportunities and experiences that my irrational fears once prevented me from enjoying. I post the expression in my phone, on my wall, and in my truck to serve as a constant reminder.