All in the familyArticle added by Paul Wilson on February 15, 2017
Paul Wilson

Paul Wilson

Denver, CO

Joined: May 30, 2007

My Company

Taylor Lindsey is a partner at Employee Benefits Consultants, Inc., a fourth generation family-operated benefits agency based in Richlands, Virginia.

Paul Wilson: How did you get your start in the benefits industry?

I started in the business just over five years ago. I didn't initially seek out the industry, and I wasn't recruited. I work in the family business, following in the footsteps of my father, grandfather, and great grandfather. Of course, I thought I would enjoy it, and I truly do. I’ve grown to have a passion for this industry and my career in the insurance world.

Related: 10 tips to keep you motivated

Related: Taking the reins
Jonathan Reaves is a partner at The Reaves Agency, a 42-year-old benefits brokerage and benefits management company.

PW: What's your favorite thing about your job?

My goal is to help local communities by creating smarter consumers of health care. I love being able to explain to someone how their insurance works and how it can and will help their family. I do this through the employer channel by communicating with employees and their family members. Of course, I also enjoy helping employers control costs and maintain or strengthen benefits.

PW: What are the top challenges you see facing people who work in the industry?

Evolution, stability, career (not job) opportunity, and overcoming the failed health care industry.

As a relatively young person in an aging industry, what advice would you give someone who's interested in joining the profession?

This isn't a sales job. It's an opportunity to do something much bigger. Of course, a sale is often the result, but that shouldn't be your driving force. Start with education and share what you have learned.

Related: Benefits industry snapshot, end of January 2017

PW: How can the industry do a better job of attracting young people?

Insurance is such an integral part of this world and a major cost for all. There needs to be more training and collaboration. It's hard for young people to come into such a protected industry, where veterans often don't seem to open up and share secrets. Don't take for granted that we know all the lingo or tricks you do.
PW: How does your company work to attract and retain new talent?

Well, I was the first person hired in over 20 years, but things have changed drastically since I started, and we are currently seeking some additional support for our team. I think being a family business can have wonderful perks. We are the team. We do our best to take care of employees and help them obtain personal achievement through many avenues — technology, education, personal experiences, remote work, team initiative, and trust all play a part. But for us, its being part of our family “team.” We take care of one another while taking care of our clients.

PW: How are you and your company taking advantage of the current changes and opportunities in the industry?

We love the changes that have happened because it gives us a competitive advantage as we talk with people daily and help guide them through this tangled mess. We are once again helping others by educating them on what is going on and how it will affect them. Our education and support is backed by tools and resources that give our clients what they need to succeed.

PW: What major health care/benefits trends do you expect to see in the next few years?

I see a substantial rise in level funding. The majority of employers we deal with are under 250 lives and need help. They need the education and exploration of level funding. What are the advantages and disadvantages? Could it be a good fit for them and their employees? Employers want and need more control since the ACA, and this is one of the best solutions I have found.

PW: Who are your favorite innovators or sources of inspiration?

I will say that I can attribute much of my knowledge to Kevin Trokey and Wendy Keneipp with Q4intelligence. I also really enjoy Simon Sinek and his philosophies. Of course, there are others, but I have learned so much from my own failures and successes. I feel I have gained much experience within a short five-year career, with much help of my family.

PW: Finish this sentence: The key to success in this industry going forward is …

Evolution. If you aren't excited about change, something is wrong. It's been such a stagnant industry for so many years. We must continue to step in the right direction. I love what I do, and much of that has to do with the fast pace since I entered this crazy industry.

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