Leadership at an early age

Rough Notes, Jul 2001 by Hanavan, Brett

Dinger obtained his insurance license when he was in high school in 1985. He knew then that it was insurance he wanted to make into his career. At an earlier age Dinger's secret aspirations were a bit different. He wanted to be a disc jockey and also sing in a punk rock band. But now for young agents and those considering a life as a producer, Dinger provides a plethora of advice.

"Our business is based on renewal income," Dinger said. "If you jump from shop to shop it is difficult to build a good book of business. I also tell other young producers not to worry about being the boss or having agency ownership. Just build up your book of business. Owners will come running to you to retain you and your book."

Dinger further advises younger agents that it is important to always think long term and project the future. By building a steady and strong book of business experiences, an agent can learn when to walk away from a client or a prospect that takes the agent out of his/her selling strategy. He says those clients only cost time and money in the long run.

Dinger is very focused on his personal marketing efforts in 2001. He developed direct mail pieces that include a fax reply form that promises a quote in 48 hours. The information that is faxed to Dinger allows him to instantly quote the business, mail merge a few items into his data base manager and produce a professional quote in seconds. He faxes it back to the client with binder instructions, a process that is simple, but professional and effective. He says the program produces a 2% sales return each time it is sent. He also has partnered with a direct mail house that has allowed him to increase mailings and to keep overhead costs of converting the business to a monitored minimum.

Being accessible to his clients in this day and age of instant communication is essential, Dinger adds. Customer service is essential to maintain customer satisfaction and minimize errors.

In the office, teamwork is essential and vital to success. "Marilyn Ginn, a senior customer service representative, handles my accounts for me and has been with the agency as long as I have," Dinger said. "I can trust her with anything. We complement each other very nicely in our work. I am the big picture guy and she is very detail oriented."

"Communication is the key to success," Dinger says. "I print my cell phone number on my business card. My clients know that if they need me, they can always get hold of me."

As for the Internet, Dinger's view is tied to the dynamics of future communication. "I think it's still too early to tell the effects of the Internet on the independent agent," Dinger says. "Some of our companies have really stepped to the plate and have great programs. I am sure the best is yet to come. It has made it nice for me because I have set up a cable modem at my house and can get work done after the boys are in bed. All companies still do not embrace e-mail yet, but I am sure it won't be long before they do. It is a terrific way to communicate."