The Ontario Broker - June 2019 - 29

ACCOUNT MANAGER

BRODY JOHNSTON

"Insurance is a lot more involved than people think. There are a lot of rules and hoops to jump
through to even come up with a quote. There's such a big market here in Ontario-who knew there
were so many providers? I didn't."
Brody worked in the arts in Rochester, New York before joining M&W two years ago. He worked at
a gallery, drawing and sketching on the side. His family trains and shows horses in an event called
barrel racing, which Brody's still involved in. It was at one of these events that a friend of his-Adam's
cousin- ultimately sold Brody on the idea of applying at M&W.
"I went into it with zero expectations. I didn't have a set direction for myself and I always try to be
open to new opportunities. I was hesitant coming in-I felt totally out of my element. But the team
made it comfortable for me. My first day was the photo shoot for the last IBAO award Adam won.
"Insurance isn't always the most exciting thing, but Adam makes it clear we're more than brokers, we're
problem solvers. We're not just a group of people who happen to work together, we work collectively
and purposefully. Coming to work in that environment is so welcoming. You look forward to it."
Making sure people know they matter is key to Brody's strategy with clients. "Good
customer service is making it clear you care. You really get to know people, having the
conversations we have. My lack of experience is something I use as an advantage,
breaking down information the way I would have liked it broken down for me
before I worked in the industry. Be intrigued when you talk to clients. Use positive
language and reassure them. It's feels good to problem solve and hear their relief when
everything is squared away."
Many brokerages struggle to bring in fresh talent like Brody-quick studies who
become passionate about how coverage can protect peoples' most important
possessions.
"Don't look for cookie cutter brokers, be open when you're hiring. Insurance is becoming
more flexible, accessible and convenient. There are so many opportunities now.
People can start in one role and create new positions for themselves if they
look at things the right way-there are always developments and different
kinds of products and policies. I think it's important to acknowledge
these things when you're looking to hire new staff."

IT SOUNDS FUNNY BUT
IF YOU THINK ABOUT
MAKING INSURANCE
NOT SUCK EVERY TIME
YOU TALK TO SOMEONE,
YOU CHANGE THE WAY
PEOPLE THINK ABOUT IT.
WWW.IBAO.ORG

29

APRIL 2019


http://WWW.IBAO.ORG

The Ontario Broker - June 2019

Table of Contents for the Digital Edition of The Ontario Broker - June 2019

In This Issue
The Ontario Broker - June 2019 - Cover1
The Ontario Broker - June 2019 - Cover2
The Ontario Broker - June 2019 - 3
The Ontario Broker - June 2019 - In This Issue
The Ontario Broker - June 2019 - 5
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The Ontario Broker - June 2019 - Cover3
The Ontario Broker - June 2019 - Cover4
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