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FRANCISCO SALDAÑA Vice president, property and casualty practice leader

USI Insurance Services LLC


Francisco Saldaña, head of the Miami office and vice president of the Southeast region for USI Insurance Services, said he rose to the top of a $33 million property and casualty practice with good, old-fashioned work ethic. By putting his head down and getting the job done, and not focusing so much on the next rung in the career ladder, he was able to set himself apart from others in the industry, he said.

What is the biggest challenge of working through the pandemic?

I have two little girls. They are used to hanging out with daddy when I am home. I have to teach them that when the door is closed daddy is working. But my 5-year-old now sits in on every call and waves at clients. I just started telling clients, “Look, we are all on the same boat, just say hi to my teammate.”

How will your work change going forward?

One of the silver linings of this situation with the quarantine is it has forced all of us to get comfortable with newer technology, especially video conferencing. If you would have told me I would have to make renewal presentations over Zoom I would have said no way.

What should the industry do to attract more young people to work in it?

That’s something that I am really passionate about. I came into this industry and saw the generational gap in talent. I think the thing we need to do is be willing to roll up our sleeves and train people from the trenches. We have good talent coming from excellent risk management programs from around the country. We just need to show them how to work with clients.

What is something about you that would surprise people?

Growing up I attended five different elementary and middle schools and three different high schools. I wouldn’t trade it for the world.

All-time favorite movie?

“Pursuit of Happyness.” Something about succeeding against all the odds.

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