great pride in the results that we
deliver,” Milne said.
Brokerages bring new talent on
board and support their success with
coaching, mentoring, learning and
“We create a community around
our new producers to help retain them,
especially if they come from out of
industry, as they need time to learn the
insurance side,” Battle said.
“The attraction and the retention
has to be there in order for this to be
Henthorn learned about Gallagher
through his summer internship and
now he’s a mentor for college students.
He can easily tick off the career
benefits to being an insurance broker.
“Many of my friends work in
technology. It’s perceived to be a sexier
industry and millennials think that’s
where they need to be,” Henthorn said.
“What they are missing is the
insurance industry is dominated by
baby boomers on the tail end of their
careers,” he said.
“There are large portfolios
controlled by these individuals that
will need to be filled by younger
generations; that’s where we come in.”
As these opportunities open up,
Henthorn uses big data and technology
to maneuver past his competition and
secure new client deals.
“Times are changing, data is driving
the industry right now,” Henthorn
said. “When leveraged effectively, data
can provide an incredible competitive
advantage that allows us to better serve
Henthorn comes to negotiations
armed with benchmarks he’s created
using data compiled by tracking
information provided by Gallagher
“When you utilize data effectively,
you can often anticipate issues before
they arise. I try to look for new and
innovative ways to take my clients to
the next level and be ahead of these
issues,” Henthorn said.
“If you’re ahead of the issues, you’re
ahead of the competition. You’re doing
Data is an enormous benefit to the
insurance industry, Milne said. Brokers
and insurance companies need to keep
up-to-date with technology and make
investments to stay ahead, Milne said.
Kristina Marcigliano, 28, senior
account executive at De Witt Stern,
“learned the business backwards in,”
having started on the claims side.
“I think that helped me to be a
better broker and learn how to build
better coverage for my client, because
I’m always thinking of the worst-case
scenario,” Marcigliano said
She is grateful for the way she
stumbled into her insurance broker
“I got started because of my love of
history, working for a firm that insured
historical stamps and collectible coins.
I couldn’t be happier with the path I
took. I love my job. The people I work
with make it even better.”
— Kristina Marcigliano, senior account executive, De Witt Stern
career. Today she’s a fine arts broker.
“It was kind of a happy accident,”
Marcigliano said. “I got started because
of my love of history, working for a
firm that insured historical stamps and
collectible coins. I couldn’t be happier
with the path I took. I love my job.
The people I work with make it even
Marcigliano said she gets great
satisfaction when she sees the
insurance product that she built and
placed for her client “truly respond and
make them whole again.”
Like Marcigliano, Laura Decker,
27, turned her passion into a brokerage
career. She studied environmental
science in college and then set her
sights on finding a job in a similar field
Associates in her business network
recommended she pursue insurance.
Today, she’s an associate director at
Aon Risk Solutions’s environmental
“I think in general that there is a
lot of opportunity in the field because
risk continues to evolve,” Decker said.
“As we try to keep up with the way
risk is evolving and new liabilities, the
opportunity continues to grow.
“When the general public thinks of
insurance, they think of personal lines
like auto and health insurance,” she
said. “I don’t necessarily think people
see it in the most positive way because
it seems like an extra expense.”
Her job, in particular, allows for
companies to grow. She gains great
satisfaction from seeing a business
complete a large acquisition or merger
after they’ve been able to place
insurance and gain lender approval to
move forward with a deal.
“Insurance leads to a lot of
growth in business and in the
construction industry overall,” Decker
said. “It’s something people don’t
necessarily think of when they see
companies growing and they see new
across the nation.”
Decker thrives at
Aon because every
day brings something
different her way. Her
role is expanding too.
are relying on their
broker for more than
— they perceive them
as an integral part of
their organization’s risk
“As brokers, we are becoming
more and more like risk management
advisers and consultants, and there is
greater need to understand company
changes and objectives.
“Every day is different, it’s not just a
repetitive motion that you go through
and you get the same result every
time,” Decker said.
“The challenge of each risk being
different and the market always
changing in conjunction with that, it
keeps things exciting.” &
JULIANN WALSH is a staff writer at Risk &
Insurance®. She can be reached at jwalsh@
“Millennials think [technology] is where they need to
be. What they are missing is the insurance industry
is dominated by baby boomers on the tail end of their
careers. There are large portfolios controlled by
these individuals that will need to be filled by younger
generations; that’s where we come in.”
— Marcus Henthorn, area vice president, Arthur J. Gallagher & Co.
“The challenge of each risk
being different and the
market always changing
in conjunction with that, it
keeps things exciting.”
— Laura Decker, associate director, Aon Risk
Rising Stars of 2017
Rising Stars are winners and finalists in
Risk & Insurance®’s Power Broker® award,
all of whom were under the age of 40 as
of the Power Broker® publication date of
Feb. 20. Since the launch of this
category, more than 325 brokers have been so recognized.
Risk & Insurance® celebrates these Rising Stars for their achievements and
for their emerging role as leaders of the commercial insurance industry. The
recognition honors their creativity, exceptional customer service and industry
knowledge in finding solutions for their clients.