Taylor Lindsey is a partner at EmployeeBenefits Consultants, Inc., a fourth generation family-operatedbenefits agency based in Richlands, Virginia.

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

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

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

My goal is to help local communities by creating smarterconsumers of health care. I love being able to explain to someonehow their insurance works and how it can and will help theirfamily. I do this through the employer channel by communicatingwith employees and their family members. Of course, I also enjoyhelping employers control costs and maintain or strengthenbenefits.

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

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

As a relatively young person in an aging industry, what advicewould you give someone who's interested in joining theprofession?

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

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

Insurance is such an integral part of this world and a majorcost 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'ttake for granted that we know all the lingo or tricks you do.

PW: How does your company work to attract and retain newtalent?

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

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

We love the changes that have happened because it gives us acompetitive advantage as we talk with people daily and help guidethem through this tangled mess. We are once again helping others byeducating them on what is going on and how it will affect them. Oureducation and support is backed by tools and resources that giveour clients what they need to succeed.

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

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

PW: Who are your favorite innovators or sources ofinspiration?

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

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

Evolution. If you aren't excited about change, something iswrong. It's been such a stagnant industry for so many years. Wemust continue to step in the right direction. I love what I do, andmuch of that has to do with the fast pace since I entered thiscrazy industry.