by Heather Turner
Brock Longworth is the personal lines manager and commercial account executive at Cornerstone Insurance Services. He was featured in
Insurance Business Canada’s Young Guns 2016 list as one of the highly rated new faces breathing life into the industry.
In this exclusive interview we find out what made him choose a career in insurance and how companies can attract more young talent like him.
What made you choose a career in insurance?
The brokerage where I work is family owned (I’m now a shareholder). I was exposed to the insurance industry from an early age, I had worked part time in the brokerage during high school and university. I always found the industry appealing, and enjoyed the freedom to work how I want and as hard as I wanted - I really liked that the insurance industry offers limitless opportunity in that as a broker you’re only limited by your ability to attract and retain clients, so you can make your career anything you want it to be.
What should the industry do to attract young talent?
I think that the industry is unknown to young people - had I not had the exposure via my family I’d have had no idea the insurance industry existed, and certainly no idea just how great it was. I think that the industry needs to work much harder to create awareness and really find a way to convey to younger people how great the opportunity is that the industry can present.
What has been your proudest professional accomplishment to date?
I’ve have had the opportunity to hire, mentor and develop several brokers, some my age, some younger and some older. I really enjoy seeing the brokers I’ve helped develop succeed. I would say my proudest moments are when clients compliment or comment on the positive experience they have had with my brokerage because of brokers I’ve had a hand in developing.
What do you enjoy most about mentoring peers?
The thing that I have always enjoyed most about mentoring other brokers has been when the work we do together enables them to succeed. If through formal training or just discussion I can help another broker come up with a more innovative solution to a problem, which they then apply to their clients’ needs and experience success in either attaining or retaining that client – I get a lot of satisfaction out of that.
What do you love most about your job?
The thing I love most about my job, is the freedom I’ve had to innovate. I really enjoy finding different ways to reach clients, and different ways to meet (exceed) client expectations. I’ve worked to develop technology, such as iPhone apps, clients portals, online instant quote technology, communication via online chat, and social media, etc. I really enjoy seeing how bringing new technology and new options to clients translates into a better experience and better sales.
What is going on at Cornerstone Insurance Services? Any new programs, initiatives, etc?
We’ve recently completed the switch from Custom Software’s TBW to Applied’s Epic – so that was a big change for us. Along with that, we’ve recently done a major overhaul on our iPhone app (our own native code), so it will now have new claims submission, property inspections, appointment booking, instant quoting for auto, condo, tenant, home, and small commercial. We’re launching a new online instant quote commercial application in the next month or so which we’re very excited about. We have also just completed the implementation of a client portal, so our clients can submit claims, and view policies, etc. on our website. Lastly, we’re just about wrapped up with launching online payments for all of our carriers. So we’ve had a big push on technology in the past year, and we’re very nearly at the end of that.
What is it like being in a family business?
I really like and value that we are a family owned business, I think that it gives us an atmosphere where our staff feel like a family, and that they extend that feeling on to our clients – many of our clients are our friends, and it’s great having that kind of relationship. I also feel like our smaller size (being a family owned company) lets us respond quickly, and make decisions quickly so that we are able to implement a new technology or procedure at a pretty good pace.
What has been the ‘secret’ to your success? And how do you remain successful year after year?
I would say that the success I have had has been in part through the pursuit of education, I’ve always valued having a substantial understanding of the insurance industry, insurance products, and consumer desires. I believe in coupling advanced understanding of insurance, with technology and delivery methods. Clients who seek a broker want independent advice and selection, but I think it’s important to also provide them with ease of access, technology, and ease of doing business. I believe that I and we as a brokerage have maintained the ability to provide choice, and independent advice but that we have also removed many of the barriers that clients would experience with a “traditional brokerage” (limited hours of operation, having to attend a location physically, etc.)
What are you doing to grow the business?
Right now our main focus in growth has been exploring the online space - we’re having a lot of success with reaching out via social media to attract and secure clients from all over western Canada. We’re also undergoing a major effort to align our brand across the entire company. Finally we’re in the process of accelerating our producer recruitment and development, which we believe will help us remain competitive in the traditional “boots on the ground” space as well.
What is your advice for young brokers getting their start in the industry?
I would suggest that young brokers should seek out an environment that is conducive to the style of work they want to engage in. The industry can offer a classic 9-5 if that’s what someone wants, but if you want an environment that directly rewards your effort and success I would suggest that it’s worth looking for a brokerage that facilitates that kind of balance. The great thing about the industry is that it does have the ability to reward ambition and success to really no limit.
Related Links:
Opening the doors to young guns
