From the executive ranks of leading carriers to the local agencies that meet consumers' needs each day, the insurance industry is increasingly being led by women. And for good reason.
Women are uniquely equipped to meet the changing needs of consumers who want relational and holistic solutions — and, despite working in an industry that's long been dominated by men, they're finally starting to realize this and celebrate it.
While there's still a lot of progress yet to be made, these 20 ladies are proof that women who enter the financial services space can find much more than a job. They'll also find success.
Daralee Barbera
Managing Principal, Waddell & Reed
GAMA National President Elect
LHP: Why insurance? How did you get your start in the industry?
DB: I was a high school math teacher, doing exactly what I had planned on doing all my life. I met with someone at Waddell & Reed to work on my financial plan — I thought I already had a financial plan, but I didn't — and I loved how we could use math to take all the mystery out of the numbers. I eventually traded my students for clients. I loved what I was doing, but here, this isn't just academic. This is real life.
LHP: Describe what you do.
DB: [As a managing principal for Waddell & Reed since 1987] I spend a lot of my time supporting advisors and recruiting people for the industry. I have a lot of women on staff, and that's intentional. We do so well in this industry, and we're such a critical component.
LHP: Share an achievement you are especially proud of.
DB: [As president elect of GAMA] it's a tremendous honor and a very big responsibility, but it's right up my alley. I come from an academic background, and that's what GAMA is all about — teaching and sharing.
LHP: What is the biggest challenge you see for the industry right now?
DB: We need to bring in younger people to this industry and keep them. At the same time, we need to work on succession plans for retiring advisors. Mastering the art of transitioning a retiring advisor's practice and keeping all the clients safe is very important.
LHP: What excites you most about the insurance industry today?
DB: Seeing clients accomplish their hopes and dreams. They have a fortune that they never, ever thought they'd have, and that's because of that financial planning process. We also have a lot of new products now — products with guarantees, long-term care products, long-term care riders. Those have absolutely changed lives.
LHP: What one piece of advice would you give to women looking to enter this industry?
DB: Please do. Call me! And do your homework and your research on firms to affiliate with. You want to find a company that has your same heartbeat, that will support you.
Caroline Banks
Managing Director, Caroline Banks & Associates
MDRT Second Vice President
LHP: Why insurance? How did you get your start in the industry?
CB: I was working for Canada Dry, and the company decided to relocate 200 miles away. I had just purchased this 400-year-old cottage, and I had no desire to move. My brother was an MDRT member, had a very successful practice, so I thought I'd give it a try — and 10 months in, I nearly quit. I was joining a big-ish firm, I was the boss's sister, I was the only woman, and it was, literally, just something where you had to sit down and figure it out yourself. But I decided to take the time to educate myself, and I'm so glad I did, because I really found my purpose.
LHP: Describe your target market.
CB: I knew early on that I wanted to work office hours, so I work with a lot of business clients. A lot of retirees. I have quite a few clients in the music industry, entrepreneurs. And I have a lot of older, women clients simply because they're outlived their husbands.
LHP: Share an achievement you are especially proud of.
CB: Winning the [United Kingdom's] Independent Financial Adviser of the Year award in 1994. I knew I had been short-listed, but I thought it was a little like the Oscars, where you would know in advance if you were a winner. So I went to the ceremony, and Nigel Lawson [former Chancellor of the Exchequer] was presenting the award. And I heard him describing the specifics of the case [study, on which the award was based], but it wasn't until he called my name that I realized he was talking about me! And I can still see myself, sitting in that chair, hearing it and realizing I had won. It was such a personal accomplishment.
LHP: What is the biggest challenge you face in your practice?
CB: Without a doubt, it's the U.K.'s changes to commissions. The challenge is, often, having to turn people away. My worry is middle England just isn't going to get advice. We are so grossly underinsured, and effectively now, there is no one specifically going out there to fix that problem. I could see it having a huge effect in the U.S., so that's why you need to keep lobbying.
LHP: What excites you most about the insurance industry today?
CB: At the same time, insurance is really seen as a profession here now, and a lot of 'new blood' is finding it attractive. We have a lot of young people coming into the back office. My concern is, though, that they have a lot of certificates on the wall but they don't know how to sell. There's such room for an organization like MDRT to come in and help with that. It's never been huge in the U.K., but I think it's never been more needed than now.
LHP: What one piece of advice would you give to women looking to enter this industry?
CB: I think women's empathy and natural counseling skills make us perfect for this role. I do think it's a bit about building confidence through knowledge, but … just go to it. Educate yourself. We are perfect for this role.
Jennifer Borislow
Founder/Principal, Borislow Insurance Agency
LHP: Why insurance? How did you get your start in the industry?
JB: I'm a classic, textbook case: I answered an ad in the newspaper, in the Boston Globe, for a marketing management trainee and it ended up being for a position in insurance sales. I met a wonderful mentor who I really believed in and who really believed in me — more than I believed in myself at the time because I started when I was 22. And I've been in the business 31 years now.
LHP: Describe your target market.
JB: We specialize in the employee benefits field, working mostly with companies with more than 100 employees. We also do a lot of business with independent private schools and nonprofits — that's about a third of our business.
LHP: Share an achievement you are especially proud of.
JB: Being the second woman president of MDRT. It was great to be recognized by my peers for the ability to lead MDRT into the future. It was a remarkable opportunity, and one that will always be a part of me. It's part of my blood. You can never get it out of your system.
LHP: What is the biggest challenge you face in your practice?
JB: Our greatest challenge by far is Obamacare. It just created a huge amount of confusion for our clients. The amount of time and expense that they've put into understanding and implementing the Affordable Care Act has been significant. The biggest challenge for us is that it continues to be a moving target. There's never been, in 30-plus years, a more challenging time to be in our business than now.
LHP: What excites you most about the insurance industry today?
JB: Because of Obamacare, our clients need us now more than ever before. They're looking for support and guidance. We deal with their second-largest expense, other than payroll, which is benefits, so now we have everyone paying attention, from the CEO down to the HR reps. It's a significant opportunity, but you have to be passionately committed and really on top of your game.
LHP: What one piece of advice would you give to women looking to enter this industry?
JB: I absolutely feel that women have some additional challenges in this industry, but I've never assumed that being a woman is a disadvantage. If you're passionate about what you do, it shouldn't make a difference whether you're male or female. Surround yourself with really great people that believe in you. Create your own personal board of directors that you can reach out to for support and advice when you need it. I think there are a lot of great women in this industry that you can have as mentors and role models.
Jennifer Brase
Vice President, Diversity & Inclusion, Northwestern Mutual
LHP: Why insurance? How did you get your start in the industry?
JB: I was recruited, eight months out of college. I knew nothing about insurance or financial services, but I loved the people I was working with. There's an energy in this business that you don't find anywhere else. And I quickly came to understand that we do really great things for people and businesses.
LHP: Describe what you do.
JB: Our industry has a huge opportunity to become diverse and include more women in it, and it's really important to me that [as Northwestern Mutual's vice president, diversity and inclusion] I'll get to have a part in that. If, when I leave, there's even a little more diversity in this industry, I'll be proud to know that I played a part.
LHP: Share an achievement you are especially proud of.
JB: I was one of the first female managing partners with Northwestern Mutual. There are a lot of firsts in my career, but that was a big deal for me.
LHP: What is the biggest challenge you see for the industry right now?
JB: Because our industry isn't as diverse as it could be, we're not reaching and delivering financial security to as many people as we could be. And we need more women in field leadership. I think sometimes we tend to think that we can't do it all, that we can't have a family and a career. I think sometimes women don't choose the leadership route, and we do ourselves a disservice.
LHP: What excites you most about the insurance industry today?
JB: There's never been a bigger need for what we do — to help people become financially secure and provide for their families. There are unlimited opportunities out there.
LHP: What one piece of advice would you give to women looking to enter this industry?
JB: Don't be afraid to ask for what you need — ask for the sale, ask for leadership opportunities, ask for more work/life balance. There are no limits in this career.
Lisa Butera
Senior Vice President, Swiss Re
LHP: Why insurance? How did you get your start in the industry?
LB:I got my start in insurance by accident. After graduating from college, I was working as a sports publicity writer covering thoroughbred horse racing. I studied communications and journalism in school although I wasn't sure I wanted to be a writer. An early mentor and friend, a sports writer for one of the local newspapers, introduced me to his wife who was an executive at an insurance company. She — and he — convinced me to take a job with her company as an underwriting trainee. It appealed because they said I could use my strong oral and written communications skills to be successful in business. I completed a year-long training program at Crum & Forster, and so began my career in insurance.
LHP: Describe your target market.
LB: My target market is the US P&C insurance companies. In my current role at Swiss Re, I am the chief sales leader and relationship manager for six of Swiss Re's largest reinsurance clients within the Americas Region. I am responsible for growth and profitability of the overall client relationship and lead cross-functional teams to develop and deliver risk and capital management solutions to clients utilizing Swiss Re's suite of products and services.
LHP: Share an achievement you are especially proud of.
LB: In general, I am proud to be where I am in my career today. I learned very early in my career to make myself indispensable and to be open to new challenges and opportunities, even if the new position seemed to be a stretch for my skill and experience or outside of my comfort zone. By working hard and being open to new opportunities, I have been promoted to roles of increased responsibility over the years. In my prior company, I became the first female Division President in that profit center.
LHP: What is the biggest challenge you face in your practice?
LB: There are many challenges such as maintaining a market leading position and finding ways to add value to our clients every day. Also, I would say balancing work and family can be difficult at times.
LHP: What excites you most about the insurance industry today?
LB: A few things: Our ability to keep the global economy afloat and most recently, our response and support to those affected by Hurricane Sandy. Also, just the idea of our industry continuing to respond to emerging risks faced by our clients. Finally, I am proud to be part of an industry who not only helps clients find solutions but one that is a very charitable industry that gives back to the community and those in need.
LHP: What one piece of advice would you give to women looking to enter this industry?
LB: Unfortunately, the insurance industry is not where it needs to be with respect to equality for women in senior management positions. We need to work harder and smarter to be recognized — and need to raise our hand for new positions and make sure we use our voice to make visible our accomplishments. Networking and creating meaningful relationships within our organizations and industries is very important.
Susan L. Combs
President, Combs & Company
WIFS National President Elect
LHP: Why insurance? How did you get your start in the industry?
SLC: Everyone in the industry I have talked to either comes into it because their family was in it or they fell into it. No one ever seems to say, "When I grow up I want to be an insurance broker!" I actually was in the hospitality industry; I had worked for hotels and the University of Missouri doing concerts and events. I came to NYC in May of 2001 to be a Banquet Manager at the Marriott World Trade Center and then a couple weeks before my job was to start, they called and said they had a budget revamping and I could pick from Detroit or New Orleans. I had my heart set on NYC and had an apartment lined up in Long Island so I came anyway without a job and interviewed like crazy. I was given a couple of offers still in the hospitality arena but when they said, "You will have to work until 3am and then be back by 6am to set for a breakfast meeting." I did the math, and it didn't add up to getting paid $26,000 a year … so, I met with a headhunter. I never thought I would get out of the industry I loved so much but they kept trying to get me to focus on Sales. I kept saying, "I'm not a slimy sales person. I'm Events, Catering, Banquets … find me something" and then they set me up with an interview with Paychex, My first response was, "Payroll? I've worked with Destiny's Child, Kenny Rogers and Bob Dylan and you want me to sell payroll?" But I went and met them and fell in love with the company. Paychex has the best sales training out there and when I was selling payroll and auditing companies for them they came out with a Workers Comp product that no one knew how to sell. I learned all about it and then they had me start teaching other reps and offices about it to help gain exposure with that product. So when I would get brought in to explain Workers Comp and sell it, the client would ask me about other insurances. I partnered up with a firm and would bring them in on appointments and then the light bulb went on that they were making a lot more than me and they didn't start at $0 each month. I ended up going to work for this same firm followed by the largest entertainment brokerage in the U.S., DeWitt Stern Group. I learned a lot about insurance from DeWitt and then in 2005 I went out on my own with the prodding of a mentor. It's been over 8 years and it's still the best thing I ever did. And, I work predominately with hospitality and entertainment clients and I'm still a Workers Comp broker for Paychex, so everything has come full circle.
LHP: Describe your target market.
SLC: I have three niche markets I focus on: First, entertainment – for example actors, directors, producers, musicians. Second, food-based business – anything from cupcakes to Kimchi to bars and restaurants. Third, international companies that have done well overseas and are now opening up shop in the U.S. I have found that these are all brilliant people, they just need a little extra hand holding because of the translation; for example they all have General Liability over in the Netherlands but it's called something else, so when we do an "Insurance 101" meeting with them and we say, "The coverage that protects you for trip & fall, your products, your property etc." then the light bulb goes on and they know what it is back home.
LHP: Share an achievement you are especially proud of.
SLC: I'm originally from Missouri, where I graduated in a class of 15 people. My town had 986 people. Moving to NYC and running a successful business I feel is still one of my greatest accomplishments. But even though I'm here now, I'm very mindful of where I came from and who I am as a person. I went to school at the University of Missouri (Go Tigers!) and I'm very proud of my association with them, I was giving the G.O.L.D Award at the end of 2011 which stands for the Graduate Of the Last Decade. I was humbled by this award and ecstatic to receive it. I also play softball, football and hockey for charitable leagues that are tied to the University of Missouri Scholarship Fund and our teams have done so well that each year, money has been awarded to students that want to attend this amazing university. Lastly, I serve on the National Board for Women in Insurance & Financial Services (WIFS) and I will be their youngest National President that takes office the Fall of 2014. This is something I'm extremely proud of since I will be the face of this amazing organization that has been around for over 75 years and that is the voice of women in this great industry.
LHP: What is the biggest challenge you face in your practice?
SLC: Unplugging. I'm HORRIBLE at this. I try to put conditions in place so that I don't email after 8pm and I don't respond to clients after 12pm on Saturday but it always seems to creep in. Lucky for me I have an amazing husband that is also a business owner so he "gets it" and doesn't give me a hard time.
LHP: What excites you most about the insurance industry today?
SLC: I always say to my students and mentees, "Insurance isn't sexy, but our clients are." We are a full service brokerage firm but I do a lot of health insurance across the country and it is an exciting, and scary, time to have a business that has a large focus in this area. There are a lot of classes and exams to take right now with different certifications for state and federal exchanges and there is something new every day so that is exciting in itself. Doesn't have to be "good exciting" to be exciting, right?
LHP: What one piece of advice would you give to women looking to enter this industry?
SLC: When you start out you feel like you have to take EVERYONE as a client and you are not allowed to be selective because you NEED them. Have confidence in yourself: The sooner you realize that they need you more than you need them, that confidence will shine through. There comes a time where you will see a flip, where you'll be able to be more selective in who you take on as a client. We have a phrase in the office, "If they are not the type of person you would want to 'friend' on Facebook then we do not want them as clients." About four years ago I saw that certain clients would have what I call the cringe factor: You see their number on caller ID and you do not want to pick up. We got rid of all those clients and we are quick to see the writing on the wall with prospects and decide before we take them on if we want them to be our friend.
Susan M. Cooper
President, Empire Wealth Strategies
LHP: Why insurance? How did you get your start in the industry?
SMC: I got into the insurance business by a fortunate accident. I had graduated college with a Bachelor's degree in education but there were no teaching jobs at that time. A friend had interviewed in the insurance industry and referred me to consider leveraging my education skills into financial services.
LHP: Describe your target market.
SMC: I am in management now, but when I built my practice I worked in the medical market offering educational seminars to physicians. Today, the advisors in our firm work with many target markets, such as the medical market, CPAs, attorneys, etc.
LHP: Share an achievement you are especially proud of.
SMC: I am most proud of the many advisors I have had a positive impact on over the years to help them enter the insurance industry and support their efforts to maximize their potential in growing their business to new heights.
LHP: What is the biggest challenge you face in your practice?
SMC: The biggest challenge we face today in our industry is communicating to the public the critical importance of life insurance as a cornerstone of every individuals financial plan and educating them on and all the benefits, both living and death benefits that life insurance provides.
LHP: What excites you most about the insurance industry today?
SMC: What excites me most about the insurance industry today is that I feel this profession offers more upside growth opportunity than ever before for those advisors already active in the industry and for those new advisors considering entering the business. There is a huge need for the advice and products we provide and this need continues to grow and grow!
LHP: What one piece of advice would you give to women looking to enter this industry?
SMC:The best advice I would give to women considering coming into the insurance industry is to be open to hear about how you might leverage your skills and background to grow a successful practice in our industry. This business is focused on building relationships based on trust where we educate clients to make sound financial decisions. In addition, our profession offers great opportunities for lifelong learning, work-life balance and unlimited income — and we need more women to fill the gap of the aging population of current advisers!
Barbara A. Crowley
Principal, Brokers Clearing House
LHP: Why insurance? How did you get your start in the industry?
BAC: I grew up in the insurance industry because of my father, Bob Hoefer. Long before I got into the business I was traveling around the world with insurance carriers and agencies. He purchased BCH in 1975 and I joined him in early 1978. Fortunately, I became immediately enamored with the insurance brokerage business and have spent my entire career growing with Brokers Clearing House, Ltd.
LHP: Describe your target market.
BAC: We serve a wide variety of financial advisors. Many of these advisors have expertise in our product line and simply need a seamless back office to support their efforts. We provide that kind of support. Many of our advisors rely on us for business development training and support in growing their business relative to the lines of business that we represent. We support them in that area as well. Finally, some of our advisors have very little experience, if any, in the lines of business that we represent and need true hand-holding through the process of securing coverage for their clients. We are happy to support these advisors in any way necessary.
LHP: Share an achievement you are especially proud of.
BAC: I was recently named Woman Business Owner of the Year here in Des Moines by the Business Record. This was very rewarding because I had no idea that I had been nominated. It was because of the letters from my office associates and industry peers that I was selected. If I get to pick two accomplishments, I would also list my position of incoming Chair of NAILBA. After being in this organization from its inception, it is an honor to go through the chairs and work with incredibly talented individuals on the board and on the staff of NAILBA.
LHP: What is the biggest challenge you face in your practice?
BAC: It's difficult to target one challenge. Our industry faces many. Federal regulation could become more ominous as multiple government agencies continue to look at our industry. Also, congress will seek additional tax income. It's so very important that everyone stay engaged at some level of industry advocacy. Our Brokers Clearing House, Ltd. business model is extremely high touch and it's difficult to understand the ridiculous commissions being offered by others. Back on the larger stage, I strongly believe our industry must work much harder to promote what we do and why younger people should feel proud to become insurance and investment advisors.
LHP: What excites you most about the insurance industry today?
BAC: There are many things that keep me excited about our industry. First and foremost, I have the utmost respect for the value and security the products we represent can provide for the clients our advisors serve. It's tremendously rewarding to wake up every day and know that because of the work we do, a family in the midst of emotional devastation will not undergo financial devastation. Secondly, I would tell you that my colleagues keep me enthused. Through my affiliation with LifeMark Partners, LIFE Inc., NAILBA, and other industry organizations, I have developed deep personal and professional relationships. Many of these relationships span multiple generations. To be able to learn from those with whom I have these relationships is a valuable way to earn a living.
LHP: What one piece of advice would you give to women looking to enter this industry?
BAC: I would give the same advice to a woman that I would to a male looking to enter our industry. I believe our industry affords women equal opportunity as long as they are competent in our field. I would suggest selecting a market where they could become an expert and invaluable to their clients. Last but not least, I would ask them to remember that what we do for living helps families and businesses get through their most difficult times because of the products and services we offer.
Caroline Feeney
President of Agency Distribution, Prudential
LHP: Why insurance? How did you get your start in the industry?
CF:I have always enjoyed sales and working with people, so when my sister, who at the time worked at Prudential, suggested I apply for a sales opportunity, I grabbed at the chance. That decision started me on a 20-year journey where I have experienced multiple roles both in the field and the home office — from financial professional to recruiter to management. I have remained excited and energized after all of these years simply because I am such a strong believer in the value of what we do and what we provide our clients.
LHP: Describe your areas of responsibility.
CF: My current role is president of Agency Distribution, Prudential's national sales organization comprised of over 2,700 financial professionals, who represent the company's face-to-face proprietary distribution system for insurance and investment products in the U.S. Our focus centers on building a sales force that is based on quality vs. quantity; mirrors the communities we serve; and is well equipped to connect with and build long-term relationships with clients to help support their financial well-being through all of life's stages.
LHP: Share an achievement you are especially proud of.
CF: Prudential is devoted to helping military veterans gain employment as they transition back to civilian life. Agency Distribution is driving this commitment through our 50 agencies across the country to identify and build relationships with local veterans' organizations. We feel the skills that are necessary to succeed in our industry, such as structure, courage, team work and the passion to help others, are already embedded in our returning veterans. I am most proud of the fact that over the last 18 months, we have hired 92 military veterans. I cannot think of a better way to say thank you to them for their service then to provide an opportunity to build a rich and rewarding career.
LHP: What are the greatest challenges you face in growing Agency Distribution for Prudential?
CF: An industry-wide challenge continues to be attracting the next generation of financial professionals. We haven't fully cracked the code, but a number of programs we've put in place are proving successful. For example, since changing the way we hire and train professionals in 2009, we've increased our headcount from 1,100 active new financial professionals to over 1,400 new financial professionals and increased 12-, 24- and 36-month retention rates.
Another challenge we continue to face is growing the number of women and people of color in both field and leadership roles. As mentioned earlier, our focus on veterans is proving successful in terms of the skills they possess. However, they also provide one of the most diverse populations that we can draw upon. To further boost our efforts, we have Directors of Diversity and Recruiting in each territory and Agency Recruiters in each agency who are building relationships with community based organizations that help strengthen our pool of diverse candidates.
LHP: What excites you most about the insurance industry today?
CF: It is continually growing and changing, especially on the technology front.
It's an ideal time to work in this industry. People need us now more than ever given the number of individuals planning for retirement and the complexity of the products and services available to assist.
I am always humbled by the sincerity of our FPs and their dedication to our clients. They love what they do, they take their role seriously and stay educated and involved in the industry, they give back to others and they provide a truly valuable service to individuals and families.
LHP: What one piece of advice would you give to women looking to enter this industry?
CF:I have a passion for this industry and the valuable impact it has on peoples' lives — what we do makes a difference. Not many careers can offer you a reward that goes beyond purely monetary satisfaction.
When I speak with women I like to remind them of the incredible opportunities this industry provides and most of it centers on relationships. Our most successful financial professionals are the ones who have built relationships with their clients. This is what our clients want versus transactional business. We have found through experience that women are very good at building relationships and can use that skill to translate it into a very successful career.
My advice for women is to focus on the "people" aspect: helping people, working with people and providing a valuable service. Personally, this industry has afforded me so many opportunities, from career growth to work-life balance. I encourage women every day to take a comprehensive look at all it can offer them.
Michele Lee Fine
Financial Representative, Guardian
LHP: Why insurance? How did you get your start in the industry?
MLF: I was looking for a career and life change, a business that I could dedicate my life to building and nurturing, that would have great impact on my life and of those I worked with. I wanted to build something that I could establish financial strength, freedom and independence for myself, and also provide that fortitude to my clients. I felt this business called upon all of my aspirations and business experiences. It enabled me to build a career that provides me and those lives I touch with lasting purpose and honor. I set very high standards of excellence and integrity for myself, my staff and the results I provide to my clients, which provides me with the foundation to earn the opportunity to work with the people I dedicate myself to.
LHP: Describe your target market.
MLF: My target markets are business owners, high net worth individuals and motivated individuals.
LHP: Share an achievement you are especially proud of.
MLF: My first official production year in the business, I was second runner up for 'new agent of the year.' I've made Leader's Club nine times since 2004; within a couple of years, I made President's council, which only about 60 people, out of about 3-4000 in the country qualify for. A couple of years after that I made 'Chairman's council' which only about 12 people qualify for out of about 3-4000. I have made that for three years in a row, but last year, I was No. 1 in the country for my overall production in life/investments/annuities/retirement plans combined. This was a tremendous honor and accomplishment for me. It was the first time in 150 years that a woman had achieved the No. 1 position. I could have never even imagined that when I started. However, I did imagine having a thriving, robust business that was a leader in its class and had a reputation that preceded itself. I was never looking to be 'No. 1″, but when it happened, it was a tremendous honor and achievement.
LHP: What is the biggest challenge you face in your practice?
MLF: TIME. Time to be all and do all I want to be, stand for and dedicate my life to. I squeeze as many hours out of a day as possible, I often times come back to my office at 8, 9pm, and stay until 3 or 4am, to be able to delve into all the details and nuances of my day or my week. I have added more staff, and am in the process of growing my team and hiring people that I'm excited about and see great possibility in, however, TIME is still my greatest challenge. I see and feel so much possibility and opportunity in every day, it's making the most out of what is most significant and relevant, giving it great focus and priority and executing my best and all towards that.
LHP: What excites you most about the insurance industry today?
MLF: I think now more than ever, people are looking for safety, security, protection and peace of mind. Safe, predictable growth is extremely attractive in a very unpredictable world. People don't know who to trust, what information to believe and how to pull it all together. Mutual insurance companies, in particular, have proven themselves in the worst of times, which in the past decade, there have been two major market downturns in the markets and economy. Mutual insurance companies were upgraded in financial strength, where most companies, including the U.S. government, were downgraded. People both young and old, are looking for more professional guidance, more secure growth and results. They are looking for leadership. I feel this is a fortuitous time to be a leader in our industry, a financial professional that is focused on protection and growth for the long term.
LHP: What one piece of advice would you give to women looking to enter this industry?
MLF: Anything is possible. Dream big, aim high in your ethical and professional standards of excellence and, with relentless dedication, you can achieve a business and life that is filled with great purpose, substance and fulfillment.
Michelle L. Hoesly
President, MDRT
Elle Kaplan
Heather Lavallee
Gail Linn
Eileen McDonnell
Juli McNeely
Deanna Mulligan
Barbara A. Pietrangelo
Angelia Z. Shay
Janet Trautwein
