As I write this, I am exactly three weeks away from my 40th birthday. Some readers may be jealous of my relatively young age, but to be completely honest, I'm struggling with it.

I started in this business when I was 17, and I have been saying for a long time that at some point, I will go to an industry function and no longer be among the youngest in the room. Well in almost 23 years, that hasn't happened yet. I feel a responsibility to the future of our industry. I have two amazing and beautiful children, but I have failed miserably at exciting young people to join our ranks. Let's face it: We all have.

Insurance is among the most disliked of industries, but for most of us, it has provided a pretty good lifestyle. I would even argue that for a very long time, we did less work than most and were better compensated than most. It may be in that very equation that we lost the younger generations.

Although not a millennial myself, I feel more aligned with that mindset (certainly more so than that of the baby boomers) and perhaps it's the very lack of a challenge that has created apathy and lack of interest for our industry. When I look at all the companies that attract the type of people I would like to see more of, they all upset the status quo, challenge individuals to think outside the box, and assign tasks of enormous proportions and implications. Can we say that opportunity has existed in our industry for the last 20 years?

What if we told the public that our industry is more challenging than ever? We hold influence over what is one of the top three expenses on a company's P&L, and one of the top expenses in nearly every household in America. Our industry is one in which the technology age is still at the same stage as when the internet first came to our homes and smart phones. What if we convinced millennials we are on the precipice of not only fundamentally changing an industry that is so large, if it stood on its own is would be one of the largest economies in the world, but one that has a huge impact directly on the overall health and well-being of the tens of thousands of people we serve?

I truly feel this way, but it doesn't reflect the attitude I see among many others. Let's be excited, optimistic, challenging, innovative, thought-provoking, and impactful. This may require a change in how some conduct their business. If your primary role is putting together a spreadsheet once a year and putting out service issues in between, I can understand how there may be a lack of passion. But if you are solving problems, lowering costs, rolling out technology, managing compliance, partnering with your clients, improving their bottom line and their ability to attract and retain talent, isn't that far more valuable and exciting?

Here is the litmus test I use: How willing am I to tell a client exactly what I get paid? Can I sit there and feel worth that amount or even more? If the answer is yes, then I feel good about the value I bring. If I can't honestly say yes, I reevaluate and re-strategize. Sometimes, they are not the right fit for my agency. Other times, I need to step up to the plate and deliver more value.

I hope to inspire more enthusiasm among my brethren and more interest in what we do among the young people. Will you join me in this effort?

Instant Insights /

Where all the young people at?

More From HR Executive

Related Stories

Recommended For You