Diane Schultz’s career in the industry began with an international brokerage firm in Pittsburgh, where she handled surety bonding for construction clients, and she has worked with both Fortune 500 international construction companies and local and regional contractors across the country.
Today, Diane advises Schauer Group’s major construction clients and helps them find risk management and insurance solutions. Here’s what she had to say about her experience in the industry.
How does your expertise in the construction field help you advise and serve our clients?
Every project is a challenge, and construction clients allow me to use my skills and expertise to solve problems and work with a team to make a difference. Just as construction professionals spend years perfecting their craft, I have spent my career honing analytical skills and insurance knowledge to provide cost-effective solutions that transfer risk and give my construction clients a competitive advantage.
What do you enjoy most about working closely with the construction industry?
I have always greatly loved working with contractors as their work built this country and continues to have a meaningful impact on communities while contributing to a strong economy. Construction professionals build the world around us. I am fascinated by, admire the industry, and enjoy the everyday challenges. I have met some great people along the way and find it rewarding and fun to exceed client expectations.
What advice would you have for others who are interested in pursuing a similar career path?
To become an insurance advisor in the construction industry, focus on gaining a deep understanding of construction risks:
- Seek and collaborate with a mentor who is willing to share their construction knowledge and experience.
- Endeavor to thoroughly grasp the different coverage options available within construction insurance policies, including coverage limits, exclusions, and claims processes.
- Clearly explain complex insurance concepts to clients, addressing their concerns and providing timely responses.
- Gain a comprehensive understanding of construction practices, common risks like workplace injuries, property damage, and potential liability issues specific to different construction projects.
A deep understanding of construction practices allows you to build trust with clients, provide valuable insights and establish expertise and credibility.
The best way to keep a client happy for the long haul is to offer that client value that other agents don’t. For construction, that is understanding the intricacies of their business and how it relates to your insurance expertise. If you take the time to listen and learn about issues specific to contractors and construction practices, you’ll be more likely to come to the client with solutions – perhaps before a problem even exists. The moment you can do that is the moment you’ve earned a loyal client for life.
