I asked Lee how he sees the market for insurance brokers over the next quarter; what’s the marketplace like for the next 90 days?
… business is good. Alberta is the best place to be. More volatile than other places – diversity of the province, oil & gas, construction, real estate – more things are thriving than are going down. We are building business all the time.
And over the next 5 years?
…. our industry is going online more – customers are initiating relationships, looking for quotes. Insurance APPS, search engine optimization are prevalent. Consolidation is a factor – small firms don’t have the range of products and insurance markets larger ones do. Smaller players need infrastructure and capital. We deal with over 100 insurance firms – with an increasing focus on costs. For brokers, it is all about access to markets – while for the customer it is about better pricing. This comes from better and more data, better risk analysis. Just as brokers are consolidating, so are insurance companies. Some of them own brokerage firms – that is growing. This is, and will continue to be, a very competitive market.
What qualities distinguish your preferred colleagues, collaborators and suppliers?
... trust. Ease of doing business. Not complicated. Quality is more important than price – depending on the end-use. A sense of engaging – when I’m the customer I want to be the most important thing in their work.
What distinguishes you that causes people choose Lee, why do they choose Rogers Insurance – why are you been selected over your competitors?
… trustworthy. Experience. Aggressive. Sense of urgency. I breathe customer service – I’m wired that way.
How would you describe your management style?
... my management style would be described as ‘I don’t consider myself a manager’. That’s not my strength. I have 2 direct reports and 2 indirect reports. I focus on the sales group. I provide help and consultation.
What do you lose sleep over, what do you worry about?
… our ability to continue to grow organically. I’m driven by fear of failure – it’s always around.
Who or what influenced you most – that has made a difference in your life, or that was a major turning point?
… my father has been the consummate mentor – we are opposite personalities. He’s taught me patience, to be more detail oriented. He’s a real friend. And, Bruce Rabik, our COO has been an important mentor for me.
Why insurance?
... positive about our business. I love doing good work for our clients. Growing the business. Startups are fun!
Work life balance?
… 50 hours weeks, coaching soccer, playing tennis, golf, squash, water skiing, working out
What do you read?
…. I’m not a big reader. I like Robin Sharma’s personal development books
His ride?
…2014 Porsche Cayenne