1. Insuring Tomorrow: Engaging Millennials in the Insurance Industry
Presented by: Tony Cañas, CPCU, MBA, AU, AIC, ARM, ARe, AMIM, AIS, API, ASLI, CC, ACB Client Advisor, Property and Casualty at The Jacobson Group
Author - Insuring Tomorrow: Engaging Millennials in the Insurance Industry Chief Motivational Officer at Insurance Nerds

4. Browse to PollEv.com/antoniocanas551
#InsuringTomorrow
PARTICIPATE
Browse to PollEv.com/antoniocanas551
Replace with new version

7. #InsuringTomorrow
I’m here today to tell you that you can’t retire. We can’t afford to lose your knowledge!

8. REMEMBER THESE TWO THINGS
#InsuringTomorrow
REMEMBER THESE TWO THINGS 1 2
Millennials were raised by Baby Boomers.
Millennials are probably driving other industry’s crazy too.

10. INSURANCE UNEMPLOYMENT
#InsuringTomorrow
INSURANCE UNEMPLOYMENT
National
3.9%
Insurance
1.5%
Source: U.S. Bureau of Labor Statistics, March 2018

11. #InsuringTomorrow
I tell a joke about a Boomer talking to a Millennial and at the end of the conversation realizing that the message went right over the Millennial’s head. So he writes the Millennial a memo, in cursive, which the Millennial can’t read. The image needs to be something like an old fashion pen and notepad.

12. GENERATIONAL DIFFERENCES
#InsuringTomorrow
GENERATIONAL DIFFERENCES
I start explaining the difference between how Boomers and Millennials were raised by telling a story of how boomers were carried home from the hospital in a parent’s arms in a car with metal bumpers, no seat belts and no air bags. We need an image of a 1950s car.
I use this image to contrast how our childhoods were very different. I tell a personal story of asking for a skateboard when I was 8 years old, getting it, but also getting a ton of safety equipment that basically made me look like this kid. We need an image as similar to this one as possible.
Any cap and gown image will do. I use this one to tell a story of how different our parents treated us when we graduated high school in the two big generations.

13. GRADUATED INTO VERY DIFFERENT WORLDS
#InsuringTomorrow
GRADUATED INTO VERY DIFFERENT WORLDS
I start explaining the difference between how Boomers and Millennials were raised by telling a story of how boomers were carried home from the hospital in a parent’s arms in a car with metal bumpers, no seat belts and no air bags. We need an image of a 1950s car.
I use this image to contrast how our childhoods were very different. I tell a personal story of asking for a skateboard when I was 8 years old, getting it, but also getting a ton of safety equipment that basically made me look like this kid. We need an image as similar to this one as possible.
Any cap and gown image will do. I use this one to tell a story of how different our parents treated us when we graduated high school in the two big generations.

14. The cost of college increased 1,130% in the past 30 years.
#InsuringTomorrow
COST OF COLLEGE ON THE RISE
The cost of college increased 1,130% in the past 30 years.
Record Student Debt + Graduating into a Recession = Boomerang Kids

15. Record Student Debt + Graduating Into a Recession = Boomerang Kids

18. The cost of college increased 1,130% in the past 30 years.
#InsuringTomorrow
COST OF COLLEGE ON THE RISE
The cost of college increased 1,130% in the past 30 years.
Record Student Debt + Graduating into a Recession = Boomerang Kids

20. #InsuringTomorrow
COMMUNICATION STYLE
The Boomer and Millennial generations have different communication styles.
I tell a story of how different cultures communication styles are different and how because of the way we were raised Millennials just have a different communication style.
“So that Millennial in the meeting on his phone, might be distracted, or he might be taking notes, putting reminders on his calendar and otherwise being productive. There’s no way to know. You just have to trust him.”

21. #InsuringTomorrow
TECHNOLOGY
DEPENDENT

22. years old is the average age of insurance agents.
#InsuringTomorrow
GROWING TALENT CRISIS 59
74%
85%
years old is the average age of insurance agents.
increase in the number of insurance professionals aged 55 and older in the past 10 years.
of the industry’s staffing needs will not be met by risk and insurance graduates.
Source: U.S. Bureau of Labor Statistics; PropertyCasualty 360

23. ENTRY-LEVEL ROLES vs. 20-30 Years Ago Today #InsuringTomorrow
The image just needs to illustrate how entry level roles back in the day were much more “meaty” than they are today
20-30 Years Ago
Today

24. MILLENNIAL LOYALTY 82% of Millennials believe they are loyal
#InsuringTomorrow
MILLENNIAL LOYALTY
82% of Millennials believe they are loyal
Only 1% of HR professionals agree.
Different definitions of loyalty
Combine with Different Definitions of loyalty
Source: Fortune, Deloitte

25. Where will our future leaders come from?
#InsuringTomorrow
Where will our future leaders come from?

26. Millennials are entering the workforce with the following:
#InsuringTomorrow
Millennials are entering the workforce with the following:
More Education
Less Work Experience Ca
Less Life Experience

27. SURVEY SAYS At what age do you think you are an adult?
#InsuringTomorrow
At what age do you think you are an adult?
How long do you have to be at a job before considering it long-term?
30 years
SURVEY SAYS
11 months

28. WHAT ARE MILLENNIALS LOOKING FOR?
#InsuringTomorrow
WHAT ARE MILLENNIALS LOOKING FOR?
Challenging work
Ability to make a positive impact
Space to grow
Flexible schedules
The latest technology

29. #InsuringTomorrow
INDUSTRY
SOLUTIONS

30. MAKE THEIR FIRST DAY A SUCCESS. HELP THEM UNDERSTAND THE MISSION.
HOW TO ENGAGE MILLENNIALS
#InsuringTomorrow
MAKE THEIR FIRST DAY A SUCCESS.
HELP THEM UNDERSTAND THE MISSION.

31. CREATE A CLEAR AND OBJECTIVE EVALUATION SYSTEM.
#InsuringTomorrow
CREATE A CLEAR AND OBJECTIVE EVALUATION SYSTEM.
PROVIDE CONSTANT AND HONEST FEEDBACK.

32. OFFER FLEXIBILITY AND CASUAL DRESS.
#InsuringTomorrow
OFFER FLEXIBILITY AND CASUAL DRESS.
ASK FOR THEIR OPINIONS.

33. HELP THEM SEE ALL THE POSSIBLE CAREER PATHS.
#InsuringTomorrow
BECOME A MENTOR.
HELP THEM SEE ALL THE POSSIBLE CAREER PATHS.

34. ASSUME GOOD INTENTIONS AND LACK OF EXPERIENCE
#InsuringTomorrow
ASSUME GOOD INTENTIONS AND LACK OF EXPERIENCE
Discuss pursuing CPCU and other designations and how those can fix the lack of experience

35. DON’T MAKE IT EASY; MAKE IT INTERESTING
#InsuringTomorrow
DON’T MAKE IT EASY; MAKE IT INTERESTING
Anything to illustrate the idea of no longer simplifying jobs to the point where any high school dropout can do them and they’re boring for college grads and instead challenging them with interesting work.

36. TELL THEM ABOUT CPCU, RPLU, ARM, ETC
#InsuringTomorrow
TELL THEM ABOUT CPCU, RPLU, ARM, ETC
Anything to illustrate the idea of no longer simplifying jobs to the point where any high school dropout can do them and they’re boring for college grads and instead challenging them with interesting work.

37. KEEP THE CONVERSATION GOING
#InsuringTomorrow
KEEP THE CONVERSATION GOING
Connect with me on LinkedIn.
Check out the new podcast!
Read the book: Insuring Tomorrow.

38. #InsuringTomorrow How was the presentation?

39. QUESTIONS? THANK YOU! Tony Cañas, CPCU, MBA, ARM, ARe, ASLI
Client Advisor, Property and Casualty
Author - Insuring Tomorrow: Engaging Millennials
in the Insurance Industry
The Jacobson Group
+1 (515)
For more information, visit jacobsononline.com.
Follow us on Twitter!
@JacobsonGroup
@TonyCanas4