20 women in insurance you need to know

LHP: Why insurance? How did you get your start in the industry?

MLH: I didn’t intentionally pick insurance. Just having finished a degree in business, I thought I’d work for a year before going back to school to get a master’s degree. I sent my résumé to MONY, thinking it was a financial planning organization. It wasn’t until I showed up for the interview that I realized it was an insurance company. The manager asked me what I was looking for and showed me how a career agent with MONY offered those things. I planned to only give it a short term commitment but after attending my first Million Dollar Round Table (MDRT) meeting, I truly saw what this financial profession could be and was able to visualize myself doing this work as my career.

LHP: Describe your target market.

MLH: My firm specializes in retirement plans and managing wealth. Our ideal client is one who has something or someone they care deeply about, wants an advisor to help them develop and implement good strategies, and has the resources and commitment to carry it out.

LHP: Share an achievement you are especially proud of.

MLH: The highest honor in our profession is to be selected to serve on the Executive Committee of MDRT. The 87 men and women who have preceded me as President are some of the most admirable role models in our profession. It is humbling to stand in such esteemed company. It motivates me to nurture and enable our membership in their commitment to leadership and involvement in MDRT.

LHP: What is the biggest challenge you face in your practice? 

MLH: The biggest challenge is to anticipate change and to understand what new strategies or innovations might solve problems my clients face. With tax laws and regulation continually changing, in addition to products, riders and investments constantly evolving, it is the exceptional advisor who can always be on the forefront. Professional networking has been the best way to find innovative solutions I can bring to my clients.

LHP: What excites you most about the insurance industry today?

MLH: The insurance profession allows each advisor the daily opportunity to make a difference in someone’s life. Additionally, it is a career that not only promotes business growth, but also has the capacity for greatness. There seems to be no ceiling that would limit one’s future. Our profession is also unique in that the very top advisors are willing to share and mentor others. There are so many people who need our services and our expertise to filter through the immense barrage of information and distill what is best and most valuable for them.

LHP: What one piece of advice would you give to women looking to enter this industry?

MLH: My advice would be the same, whether I were speaking to a young woman or young man considering this profession. I would suggest that they make a list of their strengths and values. There are some skills that align very well with being a successful financial advisor. For example, the ability to listen to someone’s concerns and help them visualize a path to follow is a skill that is key to being a great advisor, as is encouraging client discipline so their goals can be realized. Self-motivation is an essential skill. Having the ability to organize and prioritize are also skills that help an advisor succeed. But most important are having values that are in step with the principles this profession reinforces, such as taking responsibility to provide for loved ones and providing the dependability to follow through on long-term promises.

Elle Kaplan
CEO and Founding Partner, Lexion Capital Management

LHP: Why wealth management? How did you get your start in the industry?

EK: I came to New York after college with just $200, no job, and a dream of working on Wall Street. I wanted to help empower people financially, but I had no background in finance. Armed only with a degree in English and Chemistry and a lot of gumption, I applied for position after position, despite discouraging rejections and the ridicule of headhunters who told me I’d never land a job in finance. Finally, while interviewing to be a receptionist at a private equity firm, I convinced the interviewer to consider me for an analyst role instead. Several rounds of intense interviews later, I got the job. From there, I worked my way up, carving out an extremely successful career at some of the top banks on Wall Street.

LHP: Describe your target market.

EK:Lexion Capital, my independent asset management firm, is the “anti-Wall Street, Wall Street firm.” Our goal is to make top-tier institutional wealth management an accessible reality for everyday investors, not only an elite few. Our goal is to create an empowering, inclusive setting where everyone can feel welcome — especially those whose needs are overlooked and underserved by traditional Wall Street.

LHP: Share an achievement you are especially proud of.

EK: We are rigorously client-centric in everything we do. Our independence, our Fiduciary status, our emphasis on transparency are all designed to protect and empower our clients. I personally aim to demystify the markets and help people feel comfortable and confident taking control of their financial lives. A client once told me that I made her feel “jazzed” about her finances. That is the kind of success that we proudly work for every day.

LHP: What is the biggest challenge you face in your practice?

EK: More than building a firm, Lexion Capital is about building a movement. We are raising the bar on Wall Street and changing the face of finance with our independent, client-centric approach led by a female CEO. In an ideal world, those wouldn’t be exceptional qualities.

LHP: What one piece of advice would you give to women looking to enter this industry?

EK: I hope to help inspire more women to pursue careers in finance because Wall Street is our street, too. This work can be rewarding, fulfilling and fun. You have to be your own best cheerleader; no one can advocate for you or make it happen like you can. Believe in your own success, and if the right opportunity does not present itself, create your own.

Heather Lavallee
President of Employee Benefits Distribution, U.S. ING

LHP: Why insurance? How did you get your start in the industry?

HL: My entire 20-plus year career has been in the insurance industry. I was recruited for a sales position during college and have never looked back. As a psychology major, I was positioned well to embrace the complexities of this industry. The decision and motivation for a person to purchase insurance — an intangible product — is challenging to de-code. 

Early in my career, I realized I have a real passion for the business. I fully believe in the value of what we do and derive my passion from the knowledge that we change lives every day. I have seen countless customers, colleagues and friends whose lives have been positively changed by insurance. In 2011, we asked over 1,000 claimants about the value they place on their voluntary benefits.  Nearly all respondents (93 percent) said they would buy voluntary insurance if making the purchase decision again, and 92 percent would recommend coverage to a friend or family member.  Insurance can’t ease the emotional pain of a loss, accident or disability, but it can dramatically reduce the financial strain on a family.

LHP: Describe your target market.

HL: ING U.S. focuses on mid to large employers (generally defined as having between 500 to 10,000+ employees). These employers tend to have somewhat complex employee benefits needs that require their insurance partner to have a sophisticated and tenured team. We have a highly-experienced employee benefits team, which appeals particularly to larger employers.  

With employees, our focus is on educating and helping them and their families understand their protection and financial needs and make informed benefits’ decisions. If an employer is changing their health care plan and introducing a high-deductible health care (HDHC) plan, employees need to understand what other protections they need — such as critical illness, hospital indemnity or accident insurance — that can complement the new medical plan.

We also work closely with intermediary distribution partners. These partners include national brokerage firms, technology organizations and brokers. ING U.S. focuses on certain firms with which the employee benefits business can build deep distribution partnerships that help each of us achieve our business goals by delivering the most valuable services to our shared customers. This strategy has allowed us to create custom solutions to meet specific situations. 

LHP: Share an achievement you are especially proud of.

HL:  I am especially proud of the Compass voluntary product suite, which ING launched last year and is a tremendous step forward for our business and fills a need in the market. Compass brings a unique solution to the market that takes a different approach to voluntary. The approach introduces “true group” coverage so that employers can provide consistent coverage to all employees, have a simplified billing process and get away from being in the middle of the claims process. Also important, Compass plays well in a post-health care reform world due to its simplicity and flexibility.

LHP: What is the biggest challenge you face in your practice?

HL: There is a lot of uncertainty in the broader landscape that impacts the employee benefits business. Health care reform, medical costs, regulatory changes and the fast pace of technology enhancements have ripple effects that impact our business.  No one has a crystal ball about how these issues will evolve. One particular area of challenge is technology. Most insurance companies have complex legacy technology systems that require significant upgrades and resources to keep pace with the times. This means insurers have to pick a path, and yet be prepared to adjust course along the way without knowing where the technology and industry will be in five years. This is particularly true for private exchanges, the direction of which will be dictated by the changing philosophy of employers and shifting needs of employees. Consumer choice has never been more important in the benefits arena.

LHP: What excites you most about the insurance industry today?

HL: Today, there is so much transformation underway in the industry, even though we are in a mature market. With changes in health care, technology advances and aging demographics, I often feel like I am in a start-up environment but with the resources and support of a leading retirement, investment and insurance company. The current reality requires critical thinking to build and execute solutions that solve for today and tomorrow’s workplace protection needs. 

In addition, the needs of multi-national employers are changing. The world is flat and employers are finding talent across borders. I am hearing regularly from employers of all sizes about the need for protection that crosses U.S. lines. This is the next frontier for the industry.

Lastly, with the aging demographics and medical advances, employers face costs for complex and expensive medical procedures, such as implants, that they need to control. As a stop loss leader, ING U.S. is positioned to partner with employers to put in place protections to control medical costs.

LHP: What one piece of advice would you give to women looking to enter this industry?

HL: I have not just one but three inter-connected pieces of advice for women. Be bold, believe in yourself and embrace your passion. This is a mantra that I have followed in my career and it has helped me advance and push through the bumps in the road while always staying true to myself and my values. Don’t be afraid to reach for the proverbial “brass ring.” It is within our grasp as long as we believe in our own ability.

Gail Linn
Financial Planner, MetLife
President, FPA-NY

LHP: Why insurance? How did you get your start in the industry?

GP: I did not come into the insurance the “normal” way. I was in an executive position with an airline that went through a merger and I decided to take a package and leave. I received a phone call from my MetLife rep wishing me a happy birthday and she said I should interview with MetLife and so I did. I took the position as an interim position until I figured out what I really wanted to do.

I had no financial background other than being a math major in school — so I always found the work easy, but I had no background. I had been like a regular consumer, ignorant of how a lot of products worked. And as I learned and I found insurance so fascinating, it became a passion of mine, because other women should know this stuff, because look at what it meant to me. But I didn’t know how to do that, how to reach other women.

I did fairly well in the initial years making my company’s conference qualifications, but I was not happy and not enjoying the business. For the first five years I was really just an insurance agent, selling life insurance. And then I met a group of ten women and we started brainstorming how we could reach women to educate them. We decided we need to do something that has meaning, so let’s give seminars to women on how to manage their finances. When we launched our first seminar, the group had ultimately evolved, so there were just three of us leading these. And even though I was nervous about leading that first seminar, it was like a light bulb went on for me and I realized this is what I wanted to do. I found my passion.

LHP: Describe your target market.

GL: My target market is professionals nearing retirement or recently retired. 

LHP: Share an achievement you are especially proud of.

GL: Personally, taking care of my mom toward the end of her life, and getting myself out of a personal financial dilemma. Professionally, getting my CFP designation and mentoring other advisors. Mentoring other advisors, especially women, is a very natural thing for me. Even in my firm, I always partnered with new women that joined us over the years. I enjoy being able to teach people about the business and enable them to succeed. Lately, in a formal nature, my mentoring has been to women through my involvement with both WIFS and MDRT.

LHP: What is the biggest challenge you face in your practice?

GL: Succession planning is my biggest challenge. My clients rarely ask me about my retirement plans, but internally it is always top-of-mind for me, because I want to ensure that when I choose to start slowing down, my clients have someone that they will feel comfortable working with. Over the years, I’ve made many partnerships, but I haven’t found that ideal package [for a succession partner] yet.

LHP: What excites you most about insurance industry today?

GL: What excites me is to see the trend in the insurance business of much more holistic planning rather than transactional. It’s so much more fulfilling when you get a person to the point where they’ve looked at their whole financial picture by the time they retire, and are at peace with where they are in their financial life. It’s also a much more effective way to sell, because there’s a real relationship there. And people are demanding this type of holistic planning. They have many more questions than they did years ago, because of the lack of pensions and because people are living longer and because of the volatile stock market. 

LHP: What one piece of advice would you give to women looking to enter this industry?

GL: Women should look for a mentor. That’s my big thing for new women entering in the industry: Find a mentor; find a woman that you can emulate and learn from. I didn’t have this when I entered the industry. It took me five years until I found those ten women [and we started planning for workshops]. I don’t want other women to wait five years. I want them to have that right away. 

Eileen McDonnell
Chairman, President & CEO, Penn Mutual

LHP: Why insurance? How did you get your start in the industry?

EM: By accident! When I graduated from Molloy College, I began my career with WANG Labs. While at WANG, I began graduate studies for my MBA in Finance from Adelphi University, which set the stage for a change in my career direction. Equitable (now AXA) was a large client of WANG, and I received an introduction into Equitable, and I was hired as a financial manager. Over my career, I’ve developed a great passion for life insurance and our industry. I truly believe I’m part of a noble profession that helps millions of American families achieve their dreams through the complete value of life insurance. We provide guarantees in an uncertain world.

LHP: Describe your target market.

EM: Penn Mutual markets to individuals, families and small businesses who share our perspective about life insurance. We do this through our network of trusted financial professionals who believe, like we do, that life insurance creates a world of possibilities for policyholders by building a solid foundation today and creating a brighter future for themselves and generations to come.

LHP: Share an achievement you are especially proud of.                                                  

EM: To me the greatest personal achievement is that no matter which company I was in — Equitable, the Guardian, New England Financial, and now here at Penn Mutual — I’ve been able to surround myself with outstanding people. Together, we have made a positive impact and helped to grow the businesses of top producers and field leaders.               

LHP: What is the biggest challenge you face in your practice?                                       

EM: Over the course of my career, the industry has faced and overcome many challenges. But I don’t think in our lifetime we’ve ever faced the kinds of challenges that we’re facing today. So many things are converging on us — the challenging economy, persistent low interest rates, and the dynamic regulatory landscape, just to name a few. We are working hard to maintain our financial strength and keep a keen eye on earnings, while making targeted investments that are aligned with our strategy and provide opportunities for growth. It’s a delicate balancing act, but because of the people at Penn Mutual, I’m very optimistic about the future.                     

LHP: What excites you most about the insurance industry today?                                                  

EM: Having been in the industry for more than 25 years now, I think the industry is in for some significant transformation in the way we develop and distribute product, bring people into the business, and train, grow and develop them.  How are we going to evolve the product distribution model in a way that’s going to keep the industry relevant to future generations, keep producers engaged, and meet the needs and preferences of new and existing policyholders going forward? This is exciting to me because we can be on the front end of these changes and influence what those changes will be. It’s going to take a great diversity of thought to make the necessary transformational changes in our industry. If we as an industry don’t reinvent ourselves, someone else will do it for us — and none of us want that to happen.

LHP: What one piece of advice would you give to women looking to enter this industry?

EM: Actually, it’s the same advice I give men and women. And that is to take every opportunity to be mentored and volunteer for assignments that can broaden your knowledge about the industry and your company. Also, follow your own deliberate path by taking control of your career — it’s your responsibility, not someone else’s. Chances are you’ll achieve greater things than you originally thought. My career has proven that if you work at navigating your own destiny, then your calculated risks have a much higher likelihood of succeeding for you. In the end, luck is a matter of preparation meeting opportunity.

Juli McNeely
Owner/Financial Representative, McNeely Financial Services
NAIFA National President Elect

LHP: Why insurance? How did you get your start in the industry?

JM: I joined my father’s firm in 1996 after a five-year stint in the banking industry. Insurance must be in my blood since there are many family members who have chosen this career as well. Early on it wasn’t easy. I struggled as many do, but persistence paid off in the long run.

LHP: Describe your target market. 

JM: Initially my target was anyone who would talk to me. Now my target is much more focused.  I work with small business owners, high net worth individuals and women.

LHP: Share an achievement you are especially proud of. 

JM: I would have to say being elected as the Secretary of NAIFA (National Association of Insurance and Financial Advisors).  It was a moment in my life that I will never forget. I’m thrilled to be able to serve and defend our industry and represent others who do what I do.

LHP: What is the biggest challenge you face in your practice? 

JM: The challenge may change frequently but overall I would say serving our clients beyond their expectations every day. I want to delight my clients so they have constant confirmation as to why they work with our firm and will tell others all about it.

LHP: What excites you most about the insurance industry today?  

JM: I’m most excited about the vast number of people who truly need our help. There shouldn’t be any reason not to have enough people to assist. So many people need a little guidance with their financial situation. I love working with a new client and we see the light bulbs going on in their head and they leave feeling far more confident about their future and what they need to do to make it amazing.

LHP: What one piece of advice would you give to women looking to enter this industry?   

JM: Dive in (or Lean In if you are a fan of that book). There is a place for females in this industry! We have a very specific and unique skill set and many consumers are looking for what women have to offer — a different style.

Deanna Mulligan
President & CEO, The Guardian Life Insurance Company of America

LHP: Why insurance? How did you get your start in the industry?

DM: In college and graduate school, I naturally gravitated toward statistics. Insurance is all about statistics, so it’s not surprising that I chose this field. I’ve worked in insurance ever since I graduated – as a consultant to this industry, an entrepreneur within this industry and an insurance company executive. Being able to really study an industry over the course of one’s career from such a variety of perspectives has been incredibly valuable.

LHP: Describe your target market.

DM: Guardian’s target market is anyone interested in preserving their financial peace-of-mind, as well as protecting the individuals they care about — their family, their employees or both. We are here to help people make the right decisions.

LHP: Share an achievement you are especially proud of.

DM: Over the past year, Guardian was faced with an unprecedented challenge when more than 1600 of our people in NY were displaced when our headquarters in downtown Manhattan was flooded as a result of Superstorm Sandy. Overnight we were forced to work collaboratively from dispersed locations, even if it was a laptop set up in someone’s neighborhood Starbucks. The initial weeks after the storm demanded a high level of adaptability and professionalism. Everyone delivered, and the experience made the viability of flex time and work-from-home arrangements clear. The experience was an example of great challenges leading to new opportunities. As a result of this event, Guardian is conducting a Workplace Initiative to help us determine how we apply lessons learned to how we work as a company moving forward. We are now back in our building but it is certainly not “business as usual.”

LHP: What is the biggest challenge you face in your practice?

DM: Our biggest challenge is also our biggest asset — which is our people. Attracting and retaining the right talent is key to our success. The values that have defined Guardian as a company for over 150 years continue to permeate every corner of the company. How the team responded to Superstorm Sandy and its aftermath is a perfect example. Throughout it all the integrity of our field relationships and how we deliver services held firm and our customers never felt a thing. While a variety of factors came into play — it all really boils down to everyone at every level of the organization being engaged and determined to do their jobs, not just for a paycheck, but because someone else was depending on them.

LHP: What excites you most about the insurance industry today?

DM: I believe firmly these past few years of economic uncertainty have clarified the importance of sound financial principles for most Americans. This is a moment of opportunity to help more Americans achieve their financial goals.

LHP: What one piece of advice would you give to women looking to enter this industry?

DM: Don’t be afraid. Many women tend to dwell on their perceived shortcomings instead of emphasizing their strengths. Success is all about self-awareness: understanding what your weaknesses are and figuring how best to compensate for them, while developing and showcasing what you’re good at.

Barbara A. Pietrangelo
Financial Planner, Prudential

LHP: Why insurance? How did you get your start in the industry?

BAP: I saw an ad for a management trainee (at Prudential) and I applied for that. I didn’t realize at the time, quite honestly, that I’d be managing just myself. The management trainee program was basically getting started in the insurance industry, and if you were interested you could go into other management positions. Once I started in the business I fell in love with it and have been doing it for over 21 years. I never ended up going into any formal management. When I was with Prudential I was always liking what I did so much with my clients that I’ve stayed an agent ever since.

LHP: Describe your target market.

BAP: Probably my main target market is people 45 to 65 looking to retire. I help those people with retirement planning. Once they get to retirement age, it switches over to more income planning. I’ve picked up two interesting side markets because of that. One is children of clients who are now graduating from school, getting married, starting families and starting businesses. The second unintended market is people age 85 to 103 that are my clients’ parents or my clients getting much older. These family dynamics make my job very interesting.

LHP: Share an achievement you are especially proud of.

BAP: Two years ago I was the president of the MDRT Foundation and that allowed me to really help people from all over, and work with some wonderful people from MDRT. That’s probably one of the things I’m very proud of in my career.

LHP: What is the biggest challenge you face in your practice?

BAP: Right now, the biggest challenge is not enough hours in the day. I’m blessed with having some wonderful clients and people to work with and while I do hold a lot of client meetings, I do see a lot of people, there is such a great need out there for what we do in financial services. But I could use many hours every day and every week.

LHP: What excites you most about insurance industry today?

BAP: The most exciting thing is that insurance products can solve so many problems for the issues people have today, whether it’s guaranteed income and having a paycheck as they retire or providing funds if there’s a death in the family, or paying taxes on the IRA money or the qualified money. Insurance products can be the solution to so many of those problems.

LHP: What one piece of advice would you give to women looking to enter this industry?

BAP: Definitely to get a mentor. The business is so complicated and there is so much to learn with it, that I don’t think a new person would necessarily be able to prioritize all those things by themselves. If they had a mentor to show them the ropes and help teach them some kind of prioritizing in their business, that would be very, very helpful.

I think it’s a fabulous business for women and people in general. There’s a huge need for our business and we still need lots of qualified people to do this.

Angelia Z. Shay
Financial Advisor, Path Financial Strategies
WIFS National Acting President

LHP: Why insurance? How did you get your start in the industry?

AZS: It was a God thing. A friend told me about this company that was interviewing for a secretary. I was over my teller job at a local bank, 18, no college education and wanted a change. I interviewed and got the job. Very quickly I learned that I knew as much or more than the agents I was working with and that I really loved and wanted to help people. Not to mention the agents’ paychecks were 100 times more than mine! When I inquired, I was told I had to be 21 so I waited until I turned 21 and said “put me in coach!” As they say the rest is history and a huge blessing!

LHP: Describe your target market.

AZS: One of my target markets is pre-retiree and retirees. Small business owners are one as well.

LHP: Share an achievement you are especially proud of.

AZS: Personally, having my daughter and seeing her grow into a sweet determined young lady. Professionally, it is so hard to nail down. Life and Qualifying member of MDRT before age 45 was so awesome. Speaking to 2,000 agents about our career and how awesome it is was something I won’t ever forget. Having served several YOUNG widows, the greatest honor I experience in my business is being there to deliver the last love letter their spouse has written. Helping the spouse make it through, planning for the “year of first” and holding their hand while answering tough questions has to be what I am proud of the most.

LHP: What is the biggest challenge you face in your practice?

AZS: Balancing my desire to serve and my need for rest. I am sure that there are many more sophisticated responses but quite frankly once you recognize the challenge you face you can create a strategy to overcome it or to work through it. For me the challenge that has remained consistent over my career is that work-life balance. The being all things to all people, or as my husband says, not knowing how or when to say no! I love helping others and this career enables me to impact people’s lives in ways that my manager could not have prepared me. We are so needed and that feels good. Not a week goes by that a client doesn’t come to tears in my office or on the phone.

LHP: What excites you most about insurance industry today?

AZS: What excites me the most actually began in question 4. This career will never be outdated, phased out or done away with. People need us. Every year that passes brings more complicated implications to our lives be it health, housing or finance. Functioning in this “do it yourself” world has caused many people to end up broke. No one wants to admit they don’t know, because commercials and media make them feel like they should know. That’s where we come in. They just need to know us. When we are good stewards of this career, when we pursue excellence with every single recommendation the consumers will be protected and inspired to do more, which will in turn impact the quality of their life. The industry is in great need of more quality people to replace our aging population of financial professionals. Consumers need more of us who have a desire to do this for life!

LHP: What one piece of advice would you give to women looking to enter this industry?

AZS: Put on your business owner brain right now! Invest in yourself as a part of your annual business plan. Block your calendar with planned activities; it’s not blank space. Change is the only certainty, so flexibility is your only option. Be flexible! Tell your clients the truth about their situation even when it hurts. Be transparent and authentic, and work with people who have the same value system as you or you will always feel unappreciated.

Janet Trautwein
Executive Director, NAHU

LHP: Why insurance? How did you get your start in the industry?

JT: I am the CEO of the National Association of Health Underwriters, a national professional association for agents and brokers who specialize in the health insurance arena. I have been working for NAHU for 16 years, first as head of the Government Affairs department and, since 2005, as the CEO.

Prior to being hired by NAHU, I was an employee benefits broker in Austin, Texas for almost 20 years. I started in the life insurance business working for a Northwestern Mutual district agent, and after several years, we partnered to expand the business into the group health insurance area, which grew must faster and larger than we had ever anticipated.

LHP: Describe your target market.

JT: Currently, my target is the agent and broker who really wants to make a difference and provide superior service to his or her clients. When I was a broker, I specialized in larger employer groups.

LHP: Share an achievement you are especially proud of.

JT: NAHU has expanded dramatically in the professional development area, and we have always been extremely involved on the legislative and regulatory front. We have combined these areas and have become very involved with the state exchanges that are being created in each state. We have worked especially closely with the District of Columbia both on the software interface for its exchange, to ensure that it enhances and promotes the role of the broker, and the broker training for brokers who want to work with the exchange. Our most recent accomplishment there was in receiving a grant to develop and provide the training for all DC resident and non-resident licensees. I am the author of the program and the primary instructor, and both the software and the training are now being used as models in other states.

LHP: What is the biggest challenge you face in your practice?

JT: The biggest challenge is apathy, and encountering people who are satisfied with average results. Another challenge is making important changes in a highly politicized environment. It is difficult to get things done, but we continue to work at it.

LHP: What excites you most about the insurance industry today?

JT: All Americans are looking at significant changes in the way they purchase and use their health insurance, and the difficulty level of the work brokers do has increased tremendously. Only those brokers who are willing to work harder than they have before will thrive, but those who do have more opportunity than they have ever had before. It is those new opportunities that excite me, and the increased opportunities for both prosperity and professionalism.

LHP: What one piece of advice would you give to women looking to enter this industry?

JT: I think women are particularly well suited for the health insurance industry. They are detail-oriented, naturally compassionate, but very astute in business. I have never had any problem being a woman in this industry, and I’ve been in it for 30 years. But I assumed from the beginning that I had to work harder than everyone else if I wanted to come out on top. I think that is good advice for anyone who wants to excel in their chosen field.