On Friday, Nov. 14, Scott Rogers spoke as part of the M&M Mars Executive Lecture Series. Rogers is the President of the Glatfelter Agency, a full service insurance agency for personal, business and commercial clients. His lecture centered around his life, how he progressed through the independent insurance agency and aspects of leadership.
Rogers attributes his successful career to the culmination of his life experiences. He has made mistakes, but he said, “if you aren’t making mistakes, you aren’t learning.” The most important part of making mistakes is how to learn from them.
At a young age, Rodgers learned how to run a business by observing his family’s business. Later, he was a leader in his fraternity and his community. Rodgers wanted to be a part of the decision-making process, which is why he wanted to be a leader. He originally wanted to be a stockbroker, but when the stock market crash of Black Monday on Oct. 19, 1987 happened, this became a less desirable career path at the time to Rodgers. Instead, he tried working in insurance. The general idea was that Rodgers could gain life experience in the insurance industry and then go back and become a stockbroker, but he never understood the logic of leaving one’s successful career in one industry to go to another. He stayed in the insurance industry in management training. Rodgers was in a leadership position in which he could work with individuals and develop personal lines of insurance.
Later, Rodgers was promoted in upper management; he was in his 20s, working with people twice his age. One of the essential things he learned about leadership was that Rodgers had to encourage the right behavior in his employees without breaking their spirit. Although he received a promotion, Rodgers grew tired of having someone influencing his manager from a higher level. Instead, he became a retail manager, which brought him more independence. It was up to him to do the work. Rodgers would have to give the right lectures and make sure he was developing the right business relationships; otherwise, he would not get paid. He was working with an insurance company in California that let him contribute to the community. Rodgers was also working as the board president of the Sacramento Zoo. He later left to work on the east coast to be near his wife’s family. Rodgers discovered the Glatfelter Agency in York, Pa., which he chose for their community-minded background.
Art Glatfelter founded the Glatfelter Agency in 1951 when he wanted to create insurance plans for volunteer firefighters. It is the 15th largest agency in the U.S. The agency became an Employee Stock Ownership Plan (ESOP) that provides the company’s workforce with an ownership interest in the company, so all employees can benefit from the company’s growth.
Rogers also said sales are used in all aspects of life. Leadership is similar to friendship because it takes time to cultivate. A manager has to set the tone for the company and represent the community. In sales, people need to focus on the identity that they share with the community because they represent the company. They should be able to represent ideas the customer should expect. “Money is the result of serving people well. It is a honorable thing; it is hard work. Money is the result of hard work,” Rodgers said.
He also believes in the importance of business culture. The company does not have casual Fridays because they are professionals. There is only one time to create a first impression. The Glatfelter Agency develops their culture by integrating with the community. Their independent insurance agents have a servant mentality, and they spend their time and resources on churches and schools to stay civically and socially-minded, as well as volunteering and donating to various charities.
