Q & A session with Ross Mattis, President - Lionstone Insurance advisors:

Ross, my first question is how and why did you get into the insurance business?

I would like to give a simple answer but like in all of life, it is somewhat complicated. If I could boil it down into three factors, I would say it was my wife, the economy, and my background.

My first exposure to the insurance industry was through my wife who is an executive with a national insurance company. She loves her job and her enthusiasm for service to customers rubbed off on me.

Secondly, after managing several private companies, my entrepreneurial spirit has continued to grow. The game changer two years ago was the financial crisis which resulted in an almost impossible situation for entrepreneurs to get funding for new ventures and grow.

I evaluated several opportunities and came to the realization that the insurance business offered great opportunity for growth and success through a combination of internet communication and service, mobile communications, social communications, all combined with committed one-on-one personal assistance.

What are the advantages and disadvantages of being a new insurance agency?

First let me say that there is an exhilaration in starting a new company. Having all the tools that can insure success, however, does not guarantee success.

The advantages to our customers are that as an independent agency we have the capability of making recommendations after evaluating many insurance company’s products and prices. We have been successful in offering lower priced policies with better coverage resulting in big cost savings for our customers. At the same time, through technology, we can offer a high level of immediate personal service.

The biggest disadvantage is not having the financial marketing and start up support that a “captive” insurance company (like Allstate and State Farm), gives to their agents. Once again, the difference for our customers is that because we are not captive to one company, we can offer lower rates with equal or better coverage.

The good news is that we have built an infrastructure that will support our customer base as it grows.

How do you feel when you are able to meet the insurance needs of your friends?

Great! It makes being in this business very worthwhile.

What we found was that most people understand that they need insurance but are not aware of the many options available. They will respond to an advertisement or the “brand image” of the common carriers.

What we are able to do is the heavy lifting for our friends and now other prospects, and present them with a better policy and then take the steps necessary to close their current account in a seamless way so they are never uninsured.

What do you see as the future for Lionstone Insurance Advisors?

Our success depends on satisfied customers and we are building our business around offering a level of service that insures 100% customer satisfaction Now, I am not sure if we are going to reach that perfect level but that is our goal.

To do so we will need to have measured growth and probably never be the biggest agency in town. What we will want to be is the best at what we do and protect our customers.

What is the key to success in life according to your experience and how will that translate into how you operate Lionstone Insurance Advisors?

Honesty, integrity, hard work, and giving back to the community.

These are principles I learned growing up and working with my father. He never sacrificed these in order to make more money or be more successful.