We’re excited to share our conversation with Dustin Mahrt and Cristie Tillery, leaders at OIA supporting independent agents in Ohio. They share insights on agency growth, business protection, and the benefits of attending IACON, along with tips for independent agents to succeed in today’s insurance landscape.

1. IACON is happening in early October. This is a great opportunity for independent agents to connect in-person and discuss all things insurance. In your opinion, what is it about the conference that makes it such a “must attend” event for independent agents?

Cristie: Making connections. IACON gives attendees the opportunity to connect with agents they might not otherwise meet. Often, you can feel like your agency is on its own island and everyone else is competition. The first time I came to IACON as an agent, I realized I was missing out on meeting a lot of really kind people who were passionate about helping others, whether they were clients or fellow agents. Building up this type of network is special because you are forming relationships with people who want you to succeed and want to help you get there.

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2. What are a few of the benefits that independent agents might not be aware of when joining OIA?

Dustin: You instantly get full access to all of our people!  We have a variety of “wizards behind the curtain” that can offer resources to address whatever comes our members' way.  You’ve heard of HR services on demand for small businesses?  We have Brian!  You’ve heard of prepaid legal or having consultative legal services at your disposal?  We have Bob!  Cristie is another great example where we work in tandem to address our members' market needs.  Everything from our templated resources like sample agency procedures manuals to our past Board President Jeanie Giesler, who has forgotten more about insurance than I’ll ever learn, our people can save you time on many of the things that can get in the way of our members being in front of clients.

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3. Independent agents are constantly thinking about the right protection for their customers. But sometimes, they overlook proper protection for themselves. What is some advice you can share with agents to make sure their business is properly protected?

Cristie: Independent agents are busy people and I think we can often get tied up with today’s problems and not think about what the future holds. An agent’s most valuable asset is their agency, so making sure it’s still protected, growing, and successful in the next five, ten, or 20 years is very important. Business planning is key, including deciding when and how you will invest in more staff and new technologies. An agent should also consider how they plan to perpetuate the agency—internal to a trusted employee? Or external to another agency? Either way, you need to be sure you’re not guessing at your agency’s value and making moves now to ensure you maximize that figure. The teams at IA Valuations and OIA can help you uncover opportunities for growth, assist with business and perpetuation planning, and more.

Dustin: From the purview of my role as Company Partners Manager, I really like how some carriers show true partnership in the protection of their agents by writing it into their agent-carrier contracts that an agent needs to carry cyber.  In today’s world, it really is a must to protect what our members are building in their communities and it’s a must for their clients as well.  Then I’d be remiss if I didn’t gloat on our specialized E&O team at OIA led by Ashley Riley.  There is a reason we write the board swath of Agents E&O in the state of Ohio and that is certainly due to the cohesive team knowing what to look for in their reviews of agents policies be it new business or renewal.  We have access to some of the broadest forms in the marketplace and my advice is to have them take a look at anytime, even midterm!

BONUS QUESTION: Here on the Glacier, one of the mottos that guide us in our professional lives is “Be Bold.” But that means different things to different people. What does it mean to you to “Be Bold?”

Cristie: “Be Bold” to me means doing the right thing no matter what. Integrity and dependability are some of the values I admire most in people. So, to “Be Bold” means holding true to those values and standing up for what’s right, even when someone is telling you otherwise.

Dustin: Stop me if you’ve heard this, or a variation of this, before but “Fortune favors the Bold!”  “Being Bold” is having your moment when you have the confidence to put it all together & exert yourself in a manner you’ve always felt was inside you the whole time. To me, being Bold over and over is how one really comes into their own, i.e., “mini spurts” in your career of when it all aligns & you reap the rewards of putting yourself out there!

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Recap: Highlights from our chat about independent agents with OIA leaders

1. Why should independent agents attend IACON?

Independent agents in Ohio should attend for the networking, connecting, and knowledge-sharing opportunities with fellow agents. 

2. Why should independent agents join OIA?

OIA has great resources with an extremely knowledgeable staff ready to support in whatever way is needed. 

3. How can independent agents make sure they are properly protected?

While there are many ways to make sure an independent agency is properly protected, a few things to think about would be to take all the necessary steps in order to grow and be successful in the short and long term, like having a comprehensive business plan and deciding when and how to invest in more staff and new technologies. Independent agents should also remember to insure themselves with specialty products like cyber and E&O insurance. 
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