Mensches

Lately, I’ve noticed a trend in advertising by direct writers. They’re focusing on the advantages of buying insurance from a local agent. Even that dreadful lizard has opened up local offices (albeit few and far between) so it can attract customers who seek local experts and compete with independent insurance agents. I’ve always said a professional independent agent’s strongest assets are his or her local presence, knowledge and familiarity with our neighbors and friends. It is our best point of differentiation and truly is the best reason for an insured to work with an independent agent rather than an 800-number carrier.

Study after study has been released proving that insurance buyers believe local agents provide better support and services; that they can explain coverages more clearly and that local agents can identify potential losses and provide more comprehensive coverages. A recent study released by Deloitte went even further, noting that 75 percent of insurance consumers also believe local agents will be their advocates in getting claims paid quickly and fairly; that they would receive more objective advice from local agents; and that local agents better represent their interests and take care of all their insurance needs beyond either auto or homeowners’ coverage. And, of course they said it’s more convenient to buy coverage through an agent.

There’s an inherent trait that causes this. My Jewish friends will recognize the description as someone who is a mensch. For my readers who are unfamiliar with the term, it means someone of integrity and noble character—a stand-up guy … Exactly the kind of person with whom you would trust your loved ones and cherished valuables. Great insurance people are mensches. A few mensches in our industry come to mind, and I’m pleased to say some of them have been deservedly recognized recently.

The first is President of CRC Services, Marc Rothschild. I have the honor of working with Justin Fries and of chairing the UJA-Federation of New York’s Long Island Insurance Division 2012 Annual Dinner in June. At that dinner, the federation will honor Marc. The funds raised at this event will go toward the good work that UJA does for people in the metropolitan area and around the world. Marc also raises money for the Mental Health Association of Nassau County through golf outings and other activities. Marc’s selfless and generous work to serve this oftenneglected population allows MHANC to educate the community-at-large and assist people get to the services they need. Peter Resnick, executive vice president of Interboro, is another mensche. Peter and I have served on both the UJA-Federation board and on the board of PIANY for years. The Federation honored Peter for his work in 2004 and this year at the PIANJ/PIANY Joint Annual Conference in Atlantic City, PIANY will honor him again for his work with many charitable organizations. One of these is Ally Oop for Autism, which was founded by Peter’s son Justin. He and his family run the boys and girls 3-on-3 basketball tournament, which has raised about $600,000 over the past six years to help children and families battling autism.

Peter’s another one of those guys who is active all over the industry. He’s been on the board of PIANY, and its Young Insurance Professionals affiliate. He’s a member of the New York Insurance Exchange Markets subcommittee; a member of the Downstate Insurance Association; an active past president of the Council of Insurance Brokers of Greater New York; and he is immediate past chair of the Insurance Committee for the United Jewish Appeal.

Another quintessential volunteer is David Isenberg. A veteran of the insurance industry for nearly 50 years, David recently retired as president of D.C. White Agency, a division of the Lancer Insurance Group. He served as president of PIANY in 2002-03 and served on virtually every committee at the association and as secretary of PIA Management Services, the umbrella corporation that manages the Glenmont, N.Y.-based Professional Insurance Agents associations of New York State, New Jersey, Connecticut and New Hampshire.

Finally, it seems like David is receiving recognition for the work he has done for so many people in the industry. He was honored by PIANY at both MetroRAP in January and at Long Island RAP in April for distinguished service for his contributions and support to the regional insurance community. Earlier this month, ELANY recognized him at its Annual Members Meeting at Battery Gardens Inside Battery Park in Manhattan. What a fantastic venue. And, just as David always does, rather than focus on himself, he has redirected all the attention he’s recently received to raise awareness of the challenges that children with learning disabilities face, sharing his own story in such a sincere, heartfelt way, that I’ve seen audiences cry.

There’s a chicken-and-egg element of success to the independent distribution system, too. When I consider my agent friends, I notice that the most successful ones are those who are active in their communities, the ones always do good things for others. While such activity leads to greater success, it usually is easier to