5 QUESTIONS WITH: Indiana Farm Bureau Agent John Alexander [Business People (IN)]

"Right is right and wrong is nowhere."

John Alexander, Indiana Farm Bureau agent, chooses these words to live by.

More than 20 years in the insurance business have rewarded him with a successful career and, more importantly, successful client relationships. Alexander cherishes the bonds he has with those he now calls friends and works hard to build and strengthen those connections.

A recent move out of management has changed Alexander's title, but not his outlook on the job.

"I never considered myself the boss," he says. "I considered myself a partner."

Aside from his achievements in the workplace, Alexander is an accomplished husband and father. Married for 34 years, he and his wife, Claudia, are proud parents to sons Stuart (24) and Jordan (26). When schedules allow, Alexander and his family spend time relaxing at their lake cottage, cooking out and taking the pontoon for a spin around the sand bar.

Q1 What do you enjoy most about your work?

I enjoy the relationships. Insurance is such an important part of our lives and I do my best to put the details in layman's terms for my clients so that they know what it is and how it works. Nobody likes to be surprised. I want to be there for the people I work with. That is why I establish a relationship with them in order to instill trust in Indiana Farm Bureau and in myself.

Q2 A Does your move out of management signify a move toward retirement?

What the move signifies is that I felt it was time for me to do something different. I felt in my heart that it was time for new leadership. After talking with Claudia, I decided it was time for a change. I feel very comfortable with the decision. Working towards retirement? No, I'm going to keep on going!

Q3 What is your average day like?

I arrive at the office early and see two or three people a day, five days a week. I want to make sure I'm prepared by reviewing their files and looking for things that I think may be of concern, or spotting opportunities where they can grow and make wiser decisions. Counseling my clients is part of my daily routine. My goal every day is for my clients to understand their policy and feel secure in it.

Q4 How do you define success in your business?

If you have a large list of clients that you have maintained over a long period of time and have gained personal relationships with, that is success. This business is all about relationships. I don't think there is a bigger compliment than when I hear people say, "John Alexander is my agent and I've been with him for 40 years." Also, I have been very fortunate to have had the opportunity to hire individuals that have grown and achieved success, whether that be here or elsewhere.

Q5 How's your golf game?

It's the same as it was before I made the decision to step out of management. I don't play much golf anymore; I really don't have time. Although my kids are grown and gone,

I still continue to work. I do play in three or four outings a year and every now and then with my son, but other than that, I don't play much. My scores have stayed about the same as they were five years ago. I haven't gotten worse and have not improved. Thank you, Dan Copeland, for that question!