Preserving tradition, embracing progress

Rough Notes, Feb 2003 by Tolen, Elaine

THE CHANGING FACE OF THE INDEPENDENT AGENT

Georgia agency's rich history is springboard for Trey Sherwood's career

Valdosta, Georgia, is a growing city of 50,000, located halfway between Atlanta and Orlando. Its temperate climate and beautiful countryside make Valdosta a sportsman's paradise. The city's nickname is "Winnersville" because its high school football team is the winningest team in the nation, according to the city's Web site. But the team is not the only winner in Lowndes County. Julian C. "Trey" Sherwood, III, CIC, is also a winner-- professionally and personally.

A native Valdostan, Trey has gone from part-time "runner" at Valdosta Insurance Services, Inc., to an agency principal in just 11 years. In a warm, southern drawl, Trey humbly credits his success in the insurance industry to "a lot of luck and being at the right place at the right time." Add to that Trey's hard work and winning attitude, and you have a recipe fOr success.

During his senior year at Valdosta State University in 1991, Trey got a part-time job at Valdosta Insurance Services through f-amily friend and agency principal Will D. "But-Ii" Burgsteiner, Jr. The agency, which was founded in 1933, operated for 53 years as Roberts Insurance Agency, Inc. It will celebrate its 70th anniversary this year.) As a runner, Trey recalls. he did a variety of tasks, from measuring the square footage of homes and businesses to taking photos to delivering documents.

"The three principals were looking for someone who might work into a permanent position at the agency." explains Trey. So after graduating in 1991. he became a producer at Valdosta Insurance-for eight weeks. "Then the bookkeeper retired, and they asked me to fill in at that position for awhile. A lot of companies were shutting down at the time in the area. so I thought I'd give it a try." A year and a half later, in 1993, Tire returned to being a producer. He worked mostly in personal lines. but also did some commercial work. His book of business evolved into handling bigger accounts; his current book is an even mix of' personal lines and commercial lines.

Looking back at that period, Trey says is it was "invaluable. I've been , the yardman, the bookkeeper, a CSR for both commercial and personal lines, and a producer. I know how the entire agency operates."

About a year after joining the agency, Trey became involved in the Young Agents Committee (YAC) of the Independent Insurance Agents of Georgia (IIAG). Through the organization, he became friends with H. Byron Courson, who was working at Anderson Insurance Agency at the time. In 1994, the principal at Anderson started to think about retirement. Trey explains that Byron was interested in buying the agency, and approached Valdosta Insurance about a partnership. The Valdosta Insurance principals asked Trey if he would like to be part of the buyout. "Two days later, we signed the papers," Trey says. "It was just the right thing to do."

With the purchase of Anderson Insurance and its merger into Valdosta Insurance, Trey and Byron became principals of Valdosta Insurance Services. The retirement of one of the principals in 1999 left the four current principals and main producers: Trey. Byron. Butch and Len A. Carter. Besides being a principal and a producer, Trey also serves as office manager for the 12-member support team.

Trey believes that some type of ownership is important to most young agents. "Allowing agents to own part of the corporation or a percentage of, their book of business is mandatory. Ownership gives younger agents the security that they need anti gives them a sense of control over their destiny," he says.

Providing good customer service comes easily to Trey and Valdosta Insurance Services' staff "Ninety-- eight percent of our clients are in Lowndes (County, of which Valdosta is the county seat. We know our customers as well or better than anv other agency in the country," TreY wagers. "We also pride ourselves on our relationships with our carriers."

Adding life and health products has been one way that Valdosta Insurance has met the changing needs of its customers. "Three years ago, we brought in a producer for life/health, and that department is growing by leaps and bounds," Trey says. The agency has recently hired a second producer for life/health.

This synthesis has paid off for Valdosta Insurance, according to Trey. "Our top 50 accounts have one hundred percent of their insurance business with us--commercial, personal, life and health. Providing all of these services is important; it helps us fulfill all of our clients' needs," he says.

Professional growth

Trey credits much of his success in the insurance industry to those who have mentored him. Naming his three partners, Trey says: "I have known Butch [Burgsteiner] all of my life. He gave me the break I needed. I am also thankful that Len [Carter] was willing to give me an opportunity. Byron [Courson] continues to help me with the technical side of the business. They have been supportive in my career, as well as my involvement in the community and the industry."