Meet a Broker: Adam Ware
Adam Ware is Partner & Branch Manager at BJS Insurance Brokers in Victoria. Adam specialises in holiday rental insurance (landlord insurance) and founded https://www.holidayrentalsinsurance.com.au. He was recognised for the Warren Tickle Memorial Award, and as NIBA Young Professional Broker of the Year in 2017, as well as Insurance Business Australia Young Gun of the Year 2018.
Advisr spoke to Adam about his experience as a successful young insurance broker, his tips for brokers starting out, and where he sees the industry going.
What is it about insurance broking that makes you get out of bed every morning ready to go to work?
If you enjoy what you do then getting out of bed and heading off to work is the easiest part of the day. Our industry is so diverse and forever evolving which creates plenty of opportunities for brokers to evolve their own businesses as the world changes. We are lucky to work in an industry that unfortunately does not get the recognition it deserves for the results that are achieved. For all the negative comments you hear about Insurance, the facts are that a huge number of businesses, personal assets and infrastructure continue to exist today from the work completed by insurers and brokers alike.
Is there a difference in how the ‘young guns’ work compared with the ‘old guard’?
Yes, I’ve witnessed quite a few differences having worked both with the younger and older generations in my career to date. There is an endless amount that younger brokers can learn from their experienced counterparts. Young Brokers have these incredible resources at their disposal which allows them to learn from almost anywhere, about anything and everything. Also as a result of the technology revolution in the past decade, young people in general are incredibly adaptable, which is a huge advantage for these individuals entering the industry. The younger generation have a great ability to come up with new ideas on how to complete a variety of tasks. Some of the procedures BJS have implemented recently were developed by our youngest staff members. They provide a fresh set of eyes on potentially outdated processes and can often identify an alternative that could save time, money or increase productivity.
Alternatively, there is one trait often associated with more experienced brokers where I believe young brokers should place a sharp focus. The skill of being able to handle an emotional and/or difficult situation in a calm and mature manner, by listening to understand as opposed to listening to react. This has been a major focus of mine for a number of years. It is not an easy skill to implement at first, especially at times when emotions can be running high from multiple parties and even more so if you believe you are “right”, however you quickly learn that YOU can be the difference in either solving the problem, or escalating the problem further, simply by the way you listen, understand and the manner in which you respond. When dealing with a wide variety of people across the industry each day, including broking, underwriting, claims, etc, younger people can be emotionally charged. That is certainly not every young person and likewise not every experienced broker has their emotions in control either, however this is a trait I have seen regularly among successful experienced brokers and feel is vitally important for Young Brokers to learn and implement if they intend to have long term business relationships and ultimately career success.
What advice would you give to young brokers starting out in the industry?
Master the discipline of being able to complete the tasks required of your position without becoming distracted by external sources. At present, the world is constantly trying to get our attention all the time via Social media, “fake news,” politics, spam emails we never subscribed to. Ignore them. These things will be there after work.
What do you think is the secret to your success as a young insurance broker?
I had fantastic mentors at the start of my career. I truly believe anybody who receives mentoring similar to the quality I received, would have a sound foundation for long term career success. In addition I have always been willing to attempt anything. I really enjoy researching potential new ventures and trying new methods of broking. I was extremely fortunate to have the backing of the BJS Board when exploring new ventures as they followed me through with these new ideas on the basis that even if an idea “failed” it would be a great learning experienced. There were a few ideas that did not work, some had moderate success however one of these ideas became the biggest Insurance program within our Branch, making it all worthwhile.
Clients now seem to use email as their main method of initiating contact with us. Personal meetings and calls are still very frequent, but many clients initiate the contact via an email to our office first.
How has the way you communicate with clients changed over the years?
Since beginning with BJS in 2008, where email was practically an internal communication method only, clients now seem to use this as their main method of initiating contact with us. Personal meetings and calls are still very frequent, but many clients initiate the contact via an email to our office first.
This transition, along with streamlining some internal processes within our office has also helped us keep our operating model profitable. For example: 3 years ago we decided that we would make a conscious effort to contact every client asking them if they would be happy to receive email correspondence going forward. At the time we probably emailed 25 – 30% of our clients and hard copy went to the other 70 – 75%. Today email is roughly 95% of correspondence and our combined postage, printer and ink costs are down almost tens of thousands of dollars.
Having said that, I find it hard to foresee a technology that could replace the person to person relationship that only a broker can develop with their client.
We must adapt to the changing service environment. When you’re adaptable, you’re often willing to consider the best approach for each particular client situation. Therefore if we do not launch ourselves into these new areas and adapt to meet our clients future needs, our clients will eventually not need us.