Q&A with
MIKE THOMAS Mike Thomas is principal of Lighthouse Insurance Services, a full-service independent agency in Gambrills, MD. He is also a member of the IA&B Mike Thomas is principal of Lighthouse Insurance Services, a full-service independent agency in Gambrills, Board of Directors. MD. He is also a member of the IA&B Board of Directors. Q. We understand you hold a bachelor’s degree in accounting. How did you get your start in insurance? And how has your career progressed? A. I have always loved numbers and accounting, so after graduation from The University of Maryland (Go, Terps!), I was a tax accountant at a Big 6 Accounting Firm. I was assigned to go on a cross-country, 18-month trip to 88 cities where a large client had offices to assist with state and local taxes. For a newly married guy, I figured it wasn’t the best way to start a marriage. So I joined my father in selling life insurance for The Knights of Columbus. I did that for four years, and then my father in-law suggested I join his independent insurance agency and offered to teach me the property and casualty side of the business. In 2000 I had the opportunity to go out on my own and start a scratch agency in my hometown of Crofton, MD. I certainly owe a great deal of gratitude to both of my “dads” for putting me on a successful path in the exciting world of insurance and showing me the proper way to treat and help people. Q. What have been the biggest changes (for better or worse) that you’ve seen in the insurance industry since you began? A. Over the past 30 years, automation has made a big difference – both for the better and worse. It has enabled 10
JULY 2022
agents to help many more clients via email and electronic signatures. Unfortunately, I don’t think you get to truly know your clients like we did in the past when we saw everyone in person. Q. You run a small shop – as do many IA&B members. What unique challenges do smaller agencies face? And what do they need to succeed? A. As a smaller shop, Lighthouse Insurance really must set ourselves apart from other agencies. We try to do that by treating all our clients like family and giving them the service they deserve. We don’t have voicemail, so clients get to talk to a real person. We try to educate them from the beginning on their policies and what they cover. We try to earn their respect and become their trusted advisor rather than a Gecko, Elephant, Mayhem, Flo, or many other insurance “mascots” out there. Q. What benefit(s) of your IA&B membership do you find most valuable? A. I feel IA&B is a wealth of knowledge and a trusted sounding board. It gives agents a broad amount of education, guidance, procedures, and opportunities to run a successful agency as we navigate the many changes in the industry. I think IA&B really cares about their members.
