Assistant vice president and sales executive

Wells Fargo Insurance Services USA Inc.

Age: 34

Matt Seidler has learned a lot in the 10 years he's worked in the insurance industry as an underwriter and a broker, but says the most valuable lesson is one he could have learned anywhere.

“Never burn a bridge and always take the higher road,” said Mr. Seidler, assistant vice president and sales executive at Wells Fargo Insurance Services USA Inc. in Dallas. “Even if somebody chooses not to go with me as a broker, then I say, "Thank you very much for the opportunity and if you ever need anything, call me.' It doesn't do anybody any good to get bent out of shape over it or get upset about it. ... Reputation is everything in this business.”

Mr. Seidler's co-workers have praised him for acquiring more than 40 clients and a $525,000 book of business in his two years at Wells Fargo.

“My underwriting experience really paved the way for me becoming the broker I am today,” said Mr. Seidler, who was an underwriter and then underwriting manager at The Hartford Financial Services Group Inc.

“I kind of got to see the good, bad and ugly from an insurance buyer standpoint. I really took those philosophies and those skill sets to being a broker. So I don't go out and say, "I can save you money.' I go out and say, "I can be your outsourced risk manager and really help you lower your cost of insurance year in and year out.' “

Mr. Seidler said knowing the best way to present information to clients is something that he learned as an underwriter.

Knowing what underwriters want, “I prepare all that from the get-go. I like to think that my team's submissions go to the top of the stack just because it has everything there,” he said.

Tammy McClung, chief financial officer of Ready Cable Inc., a Fort Worth, Texas-based concrete construction supplier, said Mr. Seidler's efforts make a difference.

“Matt just takes a real personal interest in making sure that he places his customers with the right insurance carrier,” Ms. McClung said. “He always is available, he goes out of his way to answer any questions and then follows up. ... It's just all around excellent customer service.”