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David Scher, D. Webster-Scher Agency Inc.

IB’s Professional of the Week is the premier way to meet Dane County’s professionals. This week features David Scher, president, D. Webster-Scher Agency Inc.

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1. What are the most challenging and rewarding aspects of your job and why?

I fully appreciate that for most people their personal risk management isn’t a priority in their busy lives. However, when we sit down with our clients they are often amazed by the complexity and comprehensive review of their needs. Personal liability, identity theft, jewelry, dwellings, and auto — all pose inherent risks. We discuss the retention, transference, and avoidance techniques of managing those risks. It’s incredibly rewarding to know we structured the coverage and programs with the client.

2. Who do you look up to or admire in business and why?

My father, Chuck Webster. I had the opportunity to work with him for five years when I started. Having him as a mentor, he was the single most influential person in my career. He literally sold American Family’s first life policy, #000001, and lead the company through most of his career. I could walk in his office and ask him questions; he knew how and what to say to clients better than anyone.

3. What has been the high point of your career so far?

My father held a company sales record when he retired in 1997. Another agent broke it in 1999. Then, we broke the American Family Insurance All Time Annual Life record in 2001. I got to call my dad and tell him that our agency was back on top of the podium for a single year sales record. That was cool. (By the way, we broke it again in 2008).

Second, would be last quarter when we hit a high water mark of 9.82 out of 10 for customer satisfaction. I don’t expect to get a score that high (we range 9.2–9.5) but I was really proud of my staff and what we have accomplished. We don’t sell happy products like chocolate where you expect 10’s, so our customer service has to be awesome for our service to score this high.

4. Thinking back on your career, what advice would you give your 21-year-old self?

Laugh more. Today, we laugh a lot in our office. We know when to be serious and when to add humor.

(Continued)

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