Interview with Matt Hennessey, Pacific Northwest Regional Sales Leader.
How would you describe your role at PS&F/IMA?
I am responsible for top line growth of the Pacific Northwest region for our firm. I have responsibility for hiring/recruiting, sales leadership, and oversight for our PNW regional businesses development effort.
What inspired you to start a career in insurance? What inspired your specializations?
I came from the recruiting and staffing business 20 years ago. I was inspired by being in business development and realizing that every company needs insurance advisory services. So, what better thing to do than offer something that every business needs? Insurance was a natural transition for me. Most of my career has been in sales and focused on human resources as a service provider, so employee benefits was a natural fit for me.
What’s something exciting going on in employee benefits and/or risk management right now?
A demographic shift is happening globally, especially in the United States. There is an incredible opportunity for the next generation to get into the insurance business, whether employee benefits or risk management services. It has been extremely rewarding to be interviewing and hiring young, talented people that will be the start of passing the torch in our industry. There’s a significant portion of risk management business that needs to be transitioned, and that’s why it’s the perfect time to get into the insurance business for the next generation.
What advice would you give to someone who is interested in a career in insurance?
If you deem yourself a salesperson, like people, and are interested in learning about businesses and solving problems, insurance is an excellent career. All businesses are cyclical, but at the end of the day, every business requires insurance protection and employee benefits. Our industry allows you to help companies with these critical aspects for running a successful business.
What is the most valuable advice you ever received?
I have a dear friend and college roommate who was a Navy Seal, and his motto was to “always be improving your position.” Don’t sit around and wait for things to happen; make forward progress every day. Make it happen.
Do you volunteer with any organizations or charities?
I’m big into youth sports. I have three sons, so I’ve been a football and basketball coach in various leagues for over 15 years.
We talk a lot about the PS&F difference. How do you make a difference?
My core values are to be genuine and do what you say you’re going to do. Keep it simple.
What is something your co-workers would be surprised to learn about you?
I’ve completed five marathons. It’s a mental thing. Once you’ve done one, you know you can do another one.
What’s made you so passionate about your role?
I enjoy meeting people and building relationships. It’s very rewarding to meet an individual, hire them, train them, mentor them and see them progress into a successful business person. I’ve observed a lot of that in my career, and that’s the most rewarding part of what I do.
What do you like to do when you’re not working?
Spending time with family and friends is what I cherish. In our 27 years in the PNW, my wife and I have been fortunate enough to build an incredible network of close friends that we call family. This in addition to raising our three sons keeps us busy 24/7.
Tell me about your family.
My wife and I have been married for 27 years, and we have three sons. Our oldest is 21 and a junior at Auburn University. The second is 18 and about to head off to the U.S. Coast Guard to serve his country as a ship captain. Our third is 14 years old and an eighth grader. I grew up in the Midwest and am the youngest of six children.
Where did you grow up?
Chicago.
What accomplishment are you most proud of?
My wife and I are successfully raising three young men. We are striving to put them on the right path, our biggest focus is to raise them to be well rounded, genuine, kind humans. This will likely be my biggest accomplishment, but still a work in progress.
What is your greatest indulgence?
To share a nice Oregon Pinot Noir with good friends.
What is the quality you admire most in other people?
Work ethic.
What is your most treasured possession?
Family.
Who is your hero of fiction?
James Bond.
Who is your hero of history?
Abraham Lincoln.
What is a talent you would like to have?
Playing the guitar.
PROFILE:
Where are you from? Chicago, Illinois.
Family? Wife and three sons.
Favorite vacation spot? Cabo.
Favorite book/movie/television show? My favorite book is Undaunted Courage by Stephen E. Ambrose. It’s the story of Lewis and Clark’s expedition to the Pacific Northwest. My favorite movie would have to be Caddyshack. Bill Murray attended my elementary school, and the story was based on his growing up as a caddy in the Chicago suburbs.
Favorite food/meal/restaurant? I grew up making pizza in Chicago, so I love homemade pizza. I have a wood-fired oven at home that I use at least once a week.
Seattle favorites? Walrus and Carpenter, Matt’s in the Market, and San Fermo.
Favorite quote? “Never let the fear of striking out keep you from playing the game.” – Babe Ruth
Childhood hero? My mom. She was a single mother of six children, so she had to grind to make sure we all survived.
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