Fernando Martinez is an executiveemployee benefits advisor at Clarus Benefits Group, a Houston-basedconsulting and insurance brokerage firm designed to support eachclient's unique organizational needs.

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

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

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

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

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

I always knew a move like this was on the horizon; I didn't wantto remain a sales rep where my number dropped back to zero eachyear. I knew I was doing good enough work and I knew the markethere in Houston well enough to be successful on the traditionalside of a brokerage firm. They were looking for a younger broker,and after we had several very candid conversations, I knew it was agreat fit. At a lot of the shops right now, there's no built-inprocess for young brokers, and I think that's where you're seeing alot of the trouble in our industry. There's not a youngergeneration 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 allowsus to lead the pack and stay ahead of many of the other largerfirms. When I was still on the wholesale side, I worked as a repfor Clarus and other larger brokerages, so I knew firsthand thatClarus was completely different. They weren't hiding from the factthat they're a boutique firm or that they're interviewing ourprospects just as much as they're interviewing us.

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

I've been married now for close to three years, and we have a14-month-old baby and another on the way. This process has helpedme get my head on right and my priorities straight. I don't try tobe someone I'm not and I'm more willing to admit that I don't knowwhat I don't know.

I'm not afraid to say, “I don't know the answer to that, but letme get back to you.” I'm not afraid to admit my mistakes. I think alot of brokers out there don't recognize the value of some of thesethings. There are brokers out there who have been around a longtime who don't necessarily act that way, and that opensopportunities for younger brokers like myself.

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

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

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

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

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

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

PW: How can the industry become younger and morediverse?

I've often wondered about that; it's hard not to notice the lackof diversity at times. I'm often the only person of color in theroom. Unfortunately, there's an environmental aspect to it wheremany are brought up in poverty, which can be a motivation or anobstacle. And maybe a lot of employers just don't look in the rightplaces. 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, itseems that having a more diverse group of brokers is a great way toreach out to certain communities that are underserved.

I completely agree. The reality is that people are often morelikely to do business with people who share their background orethnicity, and we see it here in Houston. I've been lucky enoughthat I've had a good education and am bilingual, so I have the bestof both worlds. I've been a broker for six months and I have a verydiverse book of business.

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

PW: What are your favorite things about yourjob?

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

I also love when you see someone have an epiphany: “Wow, there'sa better way than what our current broker has been telling us foryears.” We've had many people tell us they're happy with thecurrent broker, but when they give us 15 or 20 minutes to talk,they realize they're falling short in several areas. That'ssomething I truly enjoy. You're the expert. You know what theiremployees need. If you're not challenging them to improve theirplans, 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 havepictures of my family all over my office. I take one look at mybaby and my wife, and no matter how bad of a day I'm having, itgives me perspective. That's my inspiration.

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

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

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