EVOLVE Business and Professional Magazine February 2018 | Page 14

COVER STORY
BROWN
BROWN
&
BUILDING A FOREVER COMPANY AND A
NEW HQ IN DOWNTOWN DAYTONA
by Howard Holley
I
f you want to build a company that lasts over time, why not
start by building a “forever” company?
The question, of course, is how do you become a forever
company? I sat down with J. Powell Brown, CEO and president of
Brown & Brown, Inc. to get his thoughts about building successful
businesses over time. Brown & Brown is head-quartered in Daytona
Beach and over the past 79 years has grown into the sixth-largest
insurance company in the U.S. — and the world.
Brown shared with me his concept of building a forever
company. According to him, there are six keys: of the company is owned by our teammates. They have a vested
interest in the company’s success. The better their performance,
the better the company does and the better their shares do,”
says Brown.
With an ownership culture, Brown believes teammates will
go out of their way to keep customers satisfied. In fact, Brown
& Brown has “directors of first impressions” as receptionists, a
reflection of how involved they feel in working to be a part of the
company’s growth.
TEAMMATES, NOT EMPLOYEES The third key to building a sustainable business is to focus on
the fundamentals of what you do and who you are. When people
ask Brown what he does for a living, he tells them that he
sells insurance.
“That’s what I do,” he said. “I’m an insurance salesperson that
does a number of other things during the day. I will always be an
insurance salesperson.”
A great example of focusing on the basics is Vince Lombardi,
the legendary football coach. In 1961, he gave a pep talk to his
Green Bay Packers team on the first day of training camp. The team
had returned from the break after squandering a fourth-quarter
lead to lose the NFL Championship the previous season.
What did Lombardi tell them?
“Gentleman,” he said, holding up a pigskin. “This is a football.”
He went on to go over the basics of playing football with his
players, from blocking to passing and tackling. The result? The
Green Bay Packers went on that season to beat the New York Giants
37-0 to win the NFL Championship.
The lesson is simple. Excel at the fundamentals — that which
everybody else takes for granted — and you will have a greater
chance of long-term success.
That’s what happens at Brown & Brown. If you ask any senior
leader in the company, they’ll tell you the same thing: they sell
insurance. “That’s just who we are,” Brown said.
First, change your mindset about your workforce. Don’t think
of them as employees but rather, as your teammates. By doing this
you will work better together, like a sports team, like a Miami Heat
or Marlins. Or like the Orlando Pride women’s soccer team.
It is important to make this shift in how you think of your
people because they are your most vital asset for short-term and
long-term growth.
“At Brown & Brown, it’s all about the people,” Brown said.
They have 8,600 teammates, and they view them as a huge benefit.
“We want the best people on the field at all times,” he said.
It’s also a challenge.
“Our success depends on our ability to continue to attract,
retain, and reward high quality teammates” for the headquarters
in Daytona Beach and offices across the country and overseas,
Brown said.
ENTREPRENEURIAL SPIRIT
The second key for long-term success is to nurture a culture of
entrepreneurship throughout the company. “If you empower the
teams in each of your offices to chart their future growth at the local
level, they will feel inclined to try out new things, test ideas, be
innovative and experiment with change,” Brown said.
By doing this, your teams will work more like startups. They
will become engaged in the business and its success, and your
company will be able “to draw upon all these capabilities across the
entire organization,” he said.
Another way to build entrepreneurial spirit in your team is to
promote an ownership culture. “At Brown & Brown, nearly 30%
| 14 | EVOLVE BUSINESS AND PROFESSIONAL MAGAZINE
FOCUS ON THE BASICS
BUILD COMMUNITY
The fourth secret for success is to invest in your community.
According to Brown, “If the community where your teammates
work is attractive, they will want to work there and grow