TRACEY FALLON | Age: 36 Underwriting team leader

CRC Group

Charlotte, North Carolina

Tracey Fallon’s life in insurance began while she was majoring in sociology — the study of people — at Long Island University and working at her parent’s small commercial insurance agency. It wasn’t the crunching of numbers or that it was a family business that kept her interest. It was the people. “I’m a people person, and just sitting behind a desk wasn’t for me,” she said. “So, I started working as a broker and never looked back.”

What’s your advice on navigating the current insurance market?

Be as innovative as possible in the current hard market. Try to find new solutions and stay on top of trends. Set yourself apart by being informed, responsive, and, most important, make sure to be communicative of the latest changes to your clients.

What’s a problem that needs fixing in your sector?

More diversity, inclusion and equity initiatives, and more women in leadership in the insurance industry. My boss is a woman, and I see how differently she manages. Our whole industry is mostly men. It’s nice to see a woman who is a boss and who is a mom.

What do you wish more people knew about insurance?

It’s a relationship business and not all about numbers and Excel spreadsheets. Relationships are the heart of insurance; selling, trusting and maintaining your relationships is vital to long-term success.

What’s something about you that would surprise people?

I relocated to Charlotte, North Carolina, two years ago and now live in the South after living my entire life in New York and my adult life in New York City.

What did you want to be when you grew up?

I wanted to be in the public relations business, planning events. It’s partly why I love this job. I get to do marketing stuff.