Hunger and hustle: A Q&A with Fernando Martinez

Fernando Martinez is an executive employee benefits advisor at Clarus Benefits Group, a Houston-based consulting and insurance brokerage firm designed to support each client's unique organizational needs.

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

I grew up in Chicago, where my dad was a pediatric surgeon. Unfortunately, his practice fell apart due to a malpractice suit and we ended up moving to Texas. At the time, it seemed like the worst thing to me, but it was a blessing in disguise, because I started playing sports down there and I met a guy named PJ Piper. He was my basketball coach for several years and happened to be a veteran of the worksite industry. I noticed his lifestyle and how he could take the time to coach and spend time with his family. And l had seen the flip-side of that with my father growing up, who made a good amount of money but wasn't always able to make the family a priority due to the demands of his job.

Once I graduated, I was working outside the industry in London. I loved being abroad, but I absolutely hated my job. That's when I started thinking more about being close to family, having a job that's more more flexible and what that means for my career and personal life. That's when I reconnected with PJ. He offered to pay for my broker license and connected me with people he worked with in Houston. I interviewed with Principal Financial Group and got a job as an account coordinator and did that for two years.

There wasn't a great opportunity for rookies there at that point, so I moved to Paychex, where I was successful for a year and a half and top 10 nationally at the end of the fiscal year. Then another mentor over at Mutual of Omaha reached out and asked me to take over his south Texas territory. I did that for several years and we were very successful there—we were Small Office of the Year for three years in row.

PW: So what prompted you to move to Clarus as executive benefits advisor earlier this year?

I always knew a move like this was on the horizon; I didn't want to remain a sales rep where my number dropped back to zero each year. I knew I was doing good enough work and I knew the market here in Houston well enough to be successful on the traditional side of a brokerage firm. They were looking for a younger broker, and after we had several very candid conversations, I knew it was a great fit. At a lot of the shops right now, there's no built-in process for young brokers, and I think that's where you're seeing a lot of the trouble in our industry. There's not a younger generation coming up behind to take over management of brokers' books.

PW: What sets your company apart?

The ability to change direction at a moment's notice. It allows us to lead the pack and stay ahead of many of the other larger firms. When I was still on the wholesale side, I worked as a rep for Clarus and other larger brokerages, so I knew firsthand that Clarus was completely different. They weren't hiding from the fact that they're a boutique firm or that they're interviewing our prospects just as much as they're interviewing us.

PW: How have these experiences shaped your current mindset as a broker?

I've been married now for close to three years, and we have a 14-month-old baby and another on the way. This process has helped me get my head on right and my priorities straight. I don't try to be someone I'm not and I'm more willing to admit that I don't know what I don't know.

I'm not afraid to say, “I don't know the answer to that, but let me get back to you.” I'm not afraid to admit my mistakes. I think a lot of brokers out there don't recognize the value of some of these things. There are brokers out there who have been around a long time who don't necessarily act that way, and that opens opportunities for younger brokers like myself.

The industry today is looking for brokers to do HRIS, HCM, consulting, payroll and everything else. Because of my previous industry experience in so many different areas, I've been able to make those connections quickly. I owe a lot of that to the people I've worked with who have shared so much industry experience. So now my focus becomes how to fit all these different parts together and make sure the fact that I'm a younger broker doesn't hold me back.

PW: What are the advantages and challenges you face as a younger broker?

I think one advantage is the hunger and hustle. Also, the fact that I can quickly learn and connect some of the technology aspects of the business.

I never feel like I'm at a disadvantage; if I'm in a room, I'm there for a reason. The moment you think of age as a disadvantage, you lose confidence in your ability. Everyone has been here at some point. The most successful businesses out there started from the ground up.

PW: As someone who's relatively new to the industry, what advice would you offer someone who's interested in joining?

I think our industry is one of most well-kept secrets in regards to providing opportunities to be successful, both in your life and career. If someone's looking at this industry and is unsure if it's the right fit, I'd say keep an open mind. You'd be surprised how many different types of opportunities there are in the insurance world.

PW: How can the industry become younger and more diverse?

I've often wondered about that; it's hard not to notice the lack of diversity at times. I'm often the only person of color in the room. Unfortunately, there's an environmental aspect to it where many are brought up in poverty, which can be a motivation or an obstacle. And maybe a lot of employers just don't look in the right places. I know a lot of people who could kill it on the sales side, but it's not something that's been done. I really don't know why, but I'm fascinated by it.

PW: Even from a strictly practical business point, it seems that having a more diverse group of brokers is a great way to reach out to certain communities that are underserved.

I completely agree. The reality is that people are often more likely to do business with people who share their background or ethnicity, and we see it here in Houston. I've been lucky enough that I've had a good education and am bilingual, so I have the best of both worlds. I've been a broker for six months and I have a very diverse book of business.

I'd like it if we could reach a point where people don't make a conscious decision to be more diverse. If a candidate is perfect for a position, you shouldn't be thinking about color or gender.

PW: What are your favorite things about your job?

Cold calling. I love landing a meeting and being able to hold someone's attention for longer than they expected. I love the challenge. I still think the old-school way of building a business is the best way for a young broker to become successful. If you don't have that hard-working mentality, you're going to fall short and end up hating this job.

I also love when you see someone have an epiphany: “Wow, there's a better way than what our current broker has been telling us for years.” We've had many people tell us they're happy with the current broker, but when they give us 15 or 20 minutes to talk, they realize they're falling short in several areas. That's something I truly enjoy. You're the expert. You know what their employees need. If you're not challenging them to improve their plans, you're only trying to get paid.

PW: What are your sources of inspiration?

It's really simple for me. It might sound corny, but I have pictures of my family all over my office. I take one look at my baby and my wife, and no matter how bad of a day I'm having, it gives me perspective. That's my inspiration.

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

Realizing that it's not always going to be easy and it's going to take a lot of hard work.

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Paul Wilson is the editor-in-chief of BenefitsPRO Magazine and BenefitsPRO.com. He has covered the insurance industry for more than a decade, including stints at Retirement Advisor Magazine and ProducersWeb.