Agent John Davis of Lexington, KY, has seen a lot of changes in his years as a health insurance agent. He’s watched the ebb and flow of the economy, and witnessed Clinton’s near-makeover of the health system long before Obama proposed the current health care reform system. Seeing all of these events has given him a strong philosophy on which to build his business – one that’s also earned him a seat at the Million Dollar Round Table. Read on to learn about John and the motto that he’s built his business on.

Q: Tell us about yourself. How long have you been involved in the insurance industry?

John Davis: I have been in the insurance industry since 1981. I earned my ChFC and RHU designations, and am completing requirements for REBC this year.

Q: What do you think is the biggest challenge facing health insurance agents today?

JD: I think our biggest challenge is providing value that is billable.

Q: Are you worried at all about how the health care reform bill will affect your sales opportunities? Why or why not?

JD: Generally, I’m not worried, since complexity creates demand. At present, strategies for compliance by 2014 present some very substantial opportunities.

Q: You’ve been very successful in your career. To what do you attribute to your success?

JD: I use, “the harder you work, the luckier you get” as a fundamental principle for success. I’ve only had to qualify it by inserting “for the interests of my clients” in the middle – The harder you work for the interests of your clients, the luckier you get. My clients’ needs and objectives are my central focus around which I organize my practice and continuing education. In addition to that fundamental principle, teamwork and continuous education form the foundation for success. My teams include internal personnel, as well as external vendor partners.

Q: Where do you think you’ll be 10 years from now?

JD: Surrounded by a team with a deep bench, channeling opportunities for development by junior associates.

Q: What advice do you have for other health insurance agents?

JD: Just remember that the more things change, the more they stay the same, so, “listen first, then think before you speak.”

John Davis is a senior sales executive for Arison Insurance Services Inc. in Lexington, KY. He can be reached at john.davis@arisoninc.com.