The five finalists for Benefits Selling's 2015 Broker of the Year come from different parts of the country. They have different approaches to the business. And, they serve different client bases. But they all share one trait: success. And in an era defined by systemic changes to health care, these brokers and agents succeed by helping their clients navigate today's benefits industry.
Meet Benefits Selling's 2015 Broker of the Year finalists. The winner will be revealed at the Benefits Selling Expo in Scottsdale. Don't miss it.
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Vic Troncalli
Hometown: Atlanta
Company: Troncalli and Associates, a growing agency with clients across North Carolina, South Carolina, Georgia and Alabama, with plans to move into Florida later this year.
On the importance of referrals: "I haven't bought a lead since I started," Troncalli says. "It's a referral business. And it's that way because you have to care about somebody somewhere, and they have to trust you. I have learned to always do right by the customer."
His story:
Vic Troncalli isn't the kind of person who can retire. He tried it once, after a long and very successful career in the garment industry. He bought a place up in the North Carolina mountains and after six months, he says he was bored. So he obtained his real estate license and began purchasing REMAX franchises. That was a decent business for Troncalli — until the Great Recession sucker punched real estate in 2008.
Photo by Kevin Garrett
Vanessa Edmond
Hometown: Scott City, Missouri
Company: Self-employer broker
On what matters: "I love seeing people's faces when I save them so much money. A lot of them are on a fixed income and I save them quite a bit. I've got other clients that are pretty well off, and they don't mind, but I still save them money."
Her story:
While technology has taken over how benefits professionals interact with many of their clients, Vanessa Edmond still relies on gasoline, rubber and horsepower. Some industry types might call her old school, but she'll take it. And in her view, it's the only way to go.
Photo by Jennifer Silverberg
David Contorno
Hometown: Mooresville, North Carolina
Company: Lake Norman Benefits
On health care costs: "If I can get costs to just be going up with normal inflation or the consumer price index, then I'm so far ahead. Since the 1970s, health care has increased 1,400 percent. That's not sustainable."
His story:
The difference between a stock car race and a drag race is pretty basic. NASCAR drivers have to endure 500-mile tests of mind and body behind the wheel of an 800-horsepower machine just to have a chance to make it to Victory Lane.
Photo by Brad Howell
Eric Stanton
Hometown: Standish, Maine
Company: HealthMarkets, an insurance agency based in Dallas
On helping clients: "I don't even consider myself a broker or an agent," Stanton says. "I call myself a 'giver.' I give people security for themselves and their families. I listen to a lot of motivational speakers and that's what they tell you — to form relationships with your clients."
His story:
Not many people would compare selling insurance with serving as a law enforcement officer. Unless, of course, it's someone who's saying their experience with a less-than-reputable broker or agent was like dealing with a crook.
Photo by Séan Alonzo Harris
Robert J. Russell
Hometown: Flower Mound, Texas
Company: Robert J. Russell Cos.
On the importance of technology in the business: "I think social media is where it's at. And if you're not in it, you're lost."
His story:
Talk to Robert J. Russell for a short amount of time and it's obvious he's not like other benefits brokers and agents. For starters, he sells more than just benefits packages — he's into real estate in Florida and Texas. He also produces and hosts an internet radio show. And, he's a one-man, do-it-yourself agency.
Photo by Justin Clemons
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