Reliable. Quick. Professional. Up for a challenge. Always working.
Vince Demshar zips down the halls at Atlantic Specialty Lines, smartphone in hand, one hour before anyone else has come into the office. As ASL’s top producing broker, Vince regularly connects with about 100 independent insurance agents throughout Florida in need of coverage for hard-to-place commercial risks. It’s a demanding role, but Vince seems to thrive under the pressure.
ASL’s reputation drew Vince to its Clearwater office eight years ago. Ever since, he has set aggressive production goals which he consistently meets or exceeds. In 2015, Vince brought in record-breaking levels of revenue and premium at ASL and hopes to continue that momentum in 2016. While his numbers are impressive and motivate him to continually improve, it’s his commitment to helping independent insurance agents that pushes him to set the bar higher each year.
Like many people, insurance wasn’t necessarily Vince’s first career choice. But after 25 years in the industry, both in retail and wholesale roles, he’s thankful he found the right fit for his personality and work style.
“I was working in advertising sales and a college friend told me about his job in insurance. It sounded like a good career path, so I started out working for a carrier and completed a really intense one-year training program. It was the best insurance education I ever received,” he said. “In the six years I worked for that carrier, I learned everything about the personal and commercial products that company offered. It was a tough job, but that’s what set the foundation for the rest of my career.”
Today, Vince is the one helping the next generation of insurance professionals learn the industry. He works closely with his team of account managers and other ASL associates to ensure they understand the nuances of the business.
“It’s not a 9-to-5 job. It can be, but if you want to be successful you have to put in the time. You can’t be afraid to go out and meet new people, but not be too pushy,” he said.
Old School Strategy
Vince attributes his success to developing and nurturing relationships with agents. Even though he has an established reputation with many agencies and has worked closely with them for over two decades, he’s still a firm believer in cold calls. He regularly visits agents throughout Florida, which gives him the opportunity to learn more about the areas where he writes business as well as the agents’ needs and preferences.
“When I visit agencies I make it a point to drive around the area. Through the years I’ve learned about so many places in Florida so when a town or address comes up on an application, I can picture the area and have a better idea of the potential risks involved with property or businesses in the area. Visiting the areas and seeing it firsthand tells you so much more than what’s on an application,” he said.
Vince’s approach to business mirrors ASL’s business model – give agents access to reliable information and quality products to help them best serve their clients.
“The way ASL works makes it easy for agents do business with us. We have a solid reputation in the industry and are knowledgeable about products and the state,” he said. “Personally, I like that it’s not a high-stress environment. We can work at our own pace, and the sky’s the limit for your own earning potential.”
Vince said the industry is always changing, but it’s that change that drives him. “Carriers change, the market changes. It’s not a stagnant business where we plug in the same set of numbers or facts every year. That’s the challenge and what keeps it from being boring.”
Like so many people, Vince’s biggest challenge is lack of time. He also has a close eye on the nature of today’s market. “We’re in a soft market so I’m always wondering where’s the bottom? Is there even a bottom?”
When he’s not working, Vince enjoys travelling. He’s traveled extensively throughout the U.S. and Europe and is planning to explore the Rocky Mountains and Alaska for his next trip. Australia is on his bucket list, and he’s slightly jealous his daughter will take a trip down under before him. Contact Vince with your commercial lines needs before he takes off on his next trip.