Insurance is typically not viewed as a young man’s game. And there’s some truth to that stereotype, says Ben Cavallo, owner of Mansfield-based Cavallo & Signoriello Insurance. When he started out in his early 20s, he thought all his peers were likely 50 years of age or older.

But happily, this turned out not to be the case, and now Cavallo has stepped up as co-chairman of the brand-new Young Agents Council for the Massachusetts Association of Insurance Agents (MAIA). The group aims to foster camaraderie and share ideas among up-and-comers in the industry – and, importantly, keep the agent community in Massachusetts thriving for the next generation.

Ben Cavallo

Title: Owner, Cavallo & Signoriello Insurance; Mansfield

Age: 35

Experience: 10 years

So there’s this stereotype that insurance agents tend to be, well…

…75 years old? It’s pretty much a problem in general, which is what we’re trying to do … It’s always been a generational business, so the only new people or young people who come in are the sons or daughters of the current owners. So we want to encourage young people to get involved in the industry, stay in the industry [and] try to find ways that they can grow within the industry. And part of that is getting young people together to network so they know there are young people like them. When you ask a 5-year-old kid what he wants to do, [insurance] is not his dream. But it is a good business, a profitable business, and it’s a way to have an impact a lot quicker in your career than you normally would. Because at 25, I was in charge … My father is 85, so I really got thrown in pretty early. A lot of mistakes were made and a lot of learning had to be done, so this is another part of what the Young Agents [Council] can do, is help these young people develop so there’s a mentor system. For years, I thought I was the only person under 50 in the insurance industry. I never met anybody, so I didn’t know who I could ask questions to other than my father or my partner.

How is the Young Agents Council going to foster this sense of unity?

In the early stages we have plans to have five or six after-hours events, so like networking events. The first one is sponsored by [Worcester-based Hanover Insurance Co.]. We’re kind of kicking around the idea of having a golf tournament. We’re going to do some, what I guess we call “fun,” continuing education classes. So rather than just sit in a room and watch a video for three hours, we’re going to gear the topic toward something people under 40 would be interested in, and then do an after-hours social after the continuing ed. …. And then I guess our big event for the year will be at the [MAIA annual convention], we’re going to host an event every day.

I understand there was a young agents’ group previously that died out. But the MAIA thought the idea was worth reviving?

The MAIA sort of looked at it and said, “Listen, where do we get the next generation of leaders within the insurance industry? And if we don’t groom them and train them and encourage them to stay in it, there will be no leaders.” So they put this board together in part to find leaders, to encourage some people to become leaders, to bring the groups together and to let people know there’s another way they can participate in the insurance industry. So the first year will be sort of building awareness for the most part, just sort of having a presence, having some events … Maybe next year we’ll try to change it from there, try to move past that, but right now we just want to let people know it exists.

Have you attracted much interest?

It’s unbelievable – we’ve had a ton of interest. I think we have probably pushing 30 people that have volunteered to be on the committee … We’re shooting for somewhere around 100 people [at the events]… and it’s not just people that are on the agency side, it can be people on the company side too. It’s not just the small agent, it can be anybody that’s in the insurance industry.

And just plain old socializing is a big part of creating that sense of camaraderie?

It’s sort of the “Mad Men” approach of business – we’re not really looking to have martinis at noon or anything, but I think it’s good to meet the underwriters on the company side or get to know the marketing people at Hanover or whoever’s sponsoring the event. If you’re just a 21-year-old kid starting in the industry and you have some aspirations, the more people you know in the industry the better your chances are of doing well.

Cavallo’s Top Five Reasons to Get Into Insurance:

• There’s opportunity to advance very quickly in the ranks.
• After landing a few sales, residual business provides solid sales for years – accounts don’t need to be constantly re-sold.
• It affords a good lifestyle – most agents live near work, avoiding wearying commutes.
• The current environment allows for innovation in the industry, like reaching customers via social networking.
• The industry allows for professional mobility, facilitated by networking through MAIA and the Young Agents Council.