Q&A with David Wilgus

David T. Wilgus, CIC, leads the insurance department of Wilgus Associates, Inc., located in Bethany Beach. DE. He also serves as the secretary and treasurer of the firm, which provides real estate and property management services in addition to P&C insurance products.

You’re part of the third generation to work at Wilgus Associates. Was there ever any doubt you’d join the family business? And what piqued your interest in the insurance side?

I knew I would be a part of the business but was not sure in what capacity. Before I joined the firm in 1985, our agency was very active in real estate development and real estate sales. I thought I might be a Realtor after graduating from the University of Delaware. What I did not know was that I needed 3 credits to graduate from Delaware in the spring of ‘85. I asked the university if I could earn the credits by working in the insurance department of our family business. The university agreed to the internship.

I began my career at Wilgus learning how to take insurance claims and servicing the agency’s accounts receivable. At the time, many of our companies agency billed policies, so you had to follow your receivables closely. In September 1985, Hurricane Gloria came up the coast. This storm caused a fair amount of flood and wind damage in the area. I was the claims person for the agency and took over 100 claims from this storm. Each customer either came into or called the office, and I recorded all the damages to file each claim. I saw firsthand how insurance companies handle and pay for our customers’ losses. It showed me the true value of insurance and what a noble profession it is. I decided to give it a go after this experience.

Tell us about Wilgus Associates and its various divisions. Do they operate independently? And how do they complement each other?

Wilgus Associates is comprised of four divisions: insurance, real estate sales, real estate rentals, and property management. We can sell you a home, insure it, rent it in the summer or year-round, and keep an eye on your property during the off season. No other business in this area can provide all these services using one company. This makes our firm unique.

The departments complement each other, yet in many ways, each department is independent. We may not rent every rental property we insure, but the opportunity is always there to do so. The same thing can be said about properties we manage. That being said, we do insure many rental properties and associations we manage.

What are the most dramatic changes you’ve seen since you entered the business? And what, if anything, has stayed the same?

When I started at Wilgus, we still used typewriters, carbon paper, and calculators. There was no internet, texting, or cell phones. Policies were rated manually using a calculator. Most of our policies were agency billed. Faxing was the newest technology. When direct billing started, most of the accounts receivable problems went away. This was great!

Though many things have changed, there are still parts of this business that have not. We continue to have many friendships with our customers. Though we may not see them as often, we still communicate by phone or email. The staff at Wilgus is made up of a great group of people, all working as a team to help our customers. This has not changed.

Congratulations to Wilgus Associates being named a 2022 Best Practices Agency,* a distinction your agency has received many times over the years for its growth and operational excellence. What motivates you to undergo the rigorous application process? And what does the recognition mean to you?

The first time Wilgus was invited to participate in the Best Practices Study, the application was around 4-5 pages. Now it is 8-9 pages. While the application process is lengthy, I believe the results are helpful in managing the agency. This is my main motivation. I want to see where Wilgus is, both weak and strong, when compared with our peer group on various levels of our operations. The survey gives you this information. It rates the agency on all facets of growth, profit/loss, wages, and the premium size each agent services compared to our peer group.

Being a Best Practices Agency is an honor but also a reflection of the hard work and dedication of our staff. Without their dedication to Wilgus and this profession, Wilgus would not be a Best Practices Agency.

Your son Derek now works with you as a personal lines producer. What professional advice have you given him and the other young agents in your office?

I always tell Derek and other new agents to learn as much as you can about the business and ask a lot of questions. I have agents in my office that help mentor the newer agents to get them educated on our computer systems and the companies we represent. I encourage new agents to take educational courses provided by our insurance companies and IA&B, which Wilgus pays for. Insurance company underwriters can be helpful to new agents by educating them on the types of risks they want to insure. Plus, our agency subscribes to a number of insurance magazines, which I encourage agents to read.

Many of our readers enjoy getaways at the Delaware beaches. What’s it really like to live and work in a popular summertime destination?

I have lived in the Bethany Beach area all my life. I’ve always enjoyed surfing, fishing, boating, and living along the coast. When I was younger, I had a hard time staying at work when the waves were big or the fishing was good. That has changed a little bit over the years. After living here many years, you get used to the beaches and all the things along the coast. You never take them for granted, but they become a part of your life. As I’ve become older, I may sit on the beach once or twice each year. I enjoy walking the boardwalk and do this more often. I will add that Bethany Beach has been discovered. There are many more people living here today than just 20-30 years ago. Many of the corn fields that existed near the beaches have been developed. This has been good for the business, but the way of life has changed.

What keeps you busy outside of work?

I was involved in Boy Scouts as an Assistant Troop Leader for many years when my sons were in scouting. I received a scouting badge for over 100 nights of outdoor camping which was fun. I’ve been a deacon at the church I attend for many years. I enjoy power boating and sailing. I often fish from my boat or occasionally go to the beach and try a little surf fishing. If the ocean waves are just right, I still enjoy surfing.

* Editor’s note: IA&B members can access Best Practices Study results by visiting IABforME.com/member-resources.