Kyle Brasure, CIC, CLCS

Wilgus Associates, Inc. | Bethany Beach, DE

Commercial Lines Manager/ Producer

Age: 39 | Years in Industry: 13

How did you get your start in the insurance industry?

I actually met my boss, David Wilgus, at a funeral. I was working in automotive sales and looking for a position that would give me more flexibility and weekends off. He explained that he was looking for a commercial producer, so I took his card and called about two months later.

I took a profile test and interviewed with David, and then I prepared for the licensing exam. For about three months I spent my days off reviewing what I studied with David. I passed the exam on the first go-around, and then went to the Hartford School of Insurance before I even stepped foot in the office. When I returned from the class, I started as an employee of Wilgus in November 2009.

What does your typical workday look like?

The only things typical are the days and times we work. Probably one of the most interesting parts of this career is that your workday can change in a minute. You could have a client that calls up with a claim, or a referral that calls in needing help. It keeps things exciting.

What’s your favorite part of your job?

Learning from my clients about how and why they started or purchased their business. I mainly focus on small and mid-sized commercial where the owner is very active in the business. Each owner has a unique story, and learning that story is the most interesting part of my job.

What’s the best professional advice you’ve received?

Insurance sales trainer Jeff Gelona said, “No one gets into insurance because they like insurance; they get into insurance because of the freedom it offers.” This is one of the best parts of the career – it allows a great work-life balance and unlimited earning potential.

What professional accomplishment are you most proud of?

Earning my CIC designation. It has been very helpful in progressing my career.

Where do you see yourself in 10 years?

I would like to learn how to develop an insurance program for condo associations, so perhaps starting an MGA and selling the program to agents.

What tips would you share with someone just starting out in our industry?

Be persistent! I tell the new agents that this is a turtle race. It requires a steady, persistent approach, whether it’s learning a coverage or making a cold call.

Also, be comfortable asking questions. If you did not get all the answers the first go-around, do not be afraid to continue to call and ask more questions. No client has ever doubted my ability as an agent because I asked a lot of questions. I always explain that the more knowledge I have, the better I can represent you to the carrier.

If you weren’t working in insurance, what would be your dream job?

Running a restaurant. I love seeing people’s reaction when they enjoy a good meal. And the fast-paced environment would keep things exciting!