Q&A with Blair Mattheiss

Blair J. Mattheiss, CIC is president of B J Mattheiss Insurance Inc., a full-service independent agency located in Baltimore, MD.

Q. Tell us about the history of your agency and how you got your start in the insurance industry.

A. Our agency was established in 1941 by my grandfather Bernard J. Mattheiss and his brother Karl J. Mattheiss and was originally called Mattheiss Brothers Insurance. In 1960, the brothers chose to go out on their own with my grandfather naming his business B. J. Mattheiss Insurance. My father, Bruce, began working with my grandfather in 1963 and eventually took it over in 1972.

I began working there in the summers of high school on the outside of the building – painting, landscaping, whatever needed to be done. Eventually during college, they let me inside the building, and I got licensed. I began my full-time career in 1991 after graduating college. I bought the agency in 2006 when my father retired after 43 years in the insurance business. My son Bryce (BJ) came to the agency in 2021, starting our fourth generation.

Q. In your experience, how has the independent agent career changed over the years?

A. The industry has changed immensely over the years, most importantly with technology. When I began, I had to mail and eventually could fax applications to carriers waiting for quotes and correspondence. Today technology affords us much more time and flexibility as we can complete applications and rate, bind, and issue policies from our desktops any time of the night or day. This allows us to service our clients quickly and more efficiently. Despite technological changes, the one constant over

the years has been the relationship with our clients. To me, it is still the most important aspect of our industry. Communication, honesty, and integrity are essential. Our clients want to know they can trust and rely on us. The relationships we have built with our clients over the years have been the most rewarding aspect of my job.

Q. This issue of Primary Agent magazine is dedicated to professional training. As a longtime Certified Insurance Counselor (CIC), what do you consider the biggest benefit of the designation?

A. The biggest benefit of having my CIC designation is that I can access resources and offer my clients knowledge and understanding about our ever-changing industry. The continued education helps bring new perspectives and ideas to my business, and I also feel it shows my commitment to my clients, carriers, and peers.

Q. You and your team are “frequent fliers” with IA&B education. What drives your team’s commitment to insurance education? And why do you consistently turn to IA&B?

A. In my experience, IA&B has continually developed an outstanding product with their commitment to the independent agent. They offer all levels of education from a new hire with no experience, to the most experienced veteran. I always encourage my employees to complete their CE with IA&B. I feel that using IA&B for education is a great investment for my employees and my agency. Providing top notch education, knowledge, and resources to our agents only enhances the quality of service that our

agency can offer our clients. IA&B’s commitment to the success of the independent agent has been a constant since the beginning of my career.

Q. Thank you for your involvement with IA&B over the years, serving on input panels and focus groups. What has been the best part of that experience?

A. For me, the best part of being involved on IA&B’s panels and focus groups is meeting new people and learning new perspectives. Exchanging ideas and being exposed to new and innovative ways to approach the insurance industry is exciting. I look forward to these opportunities and the new relationships and friendships that grow from them.

Q. Your son, BJ, now works at the agency. Was that always the plan? And what advice did you offer him when he came on board?

A. BJ always wanted to be in the insurance industry and always expressed an interest in working in the agency. However, my advice to him was to go do something else on his own first and spread his wings.

During college, he began an internship at Chesapeake Employer’s in the finance department. After graduation, he took a recruiting job with Insight Global. After a year at Insight, he was offered a position with Chesapeake as an underwriting trainee and worked his way up to underwriter obtaining his Workers’ Compensation Professional (WCP) designation. After four years at Chesapeake, he made the leap to “the dark side” (joking, of course!) and began his career as an independent agent by joining our firm.

My biggest goals for him were to learn a great work ethic and to understand that, just because you are coming into the family agency, nothing will be given to you. My father was hard on me and taught me so much. I want him to have that same experience.

Q. When you’re not working, how do you like to spend your time?

A. When I’m not working, I enjoy golfing and spending time at the beach in Ocean City, MD. My favorite time is spent with my family, no matter where that is. BJ just got married in June of last year, and our daughter Colbee is getting married this fall. My wife and I look forward to traveling more and visiting places on our bucket list.