Don Lohr: Leading by Example

"Don helped me get a job when I moved to St. Augustine without knowing a soul here."

"When he came to take pictures of our house, Don brought us fresh bread from St. George Street. He knew we were installing a floor and things were too messy to cook."

"Being self-employed, I needed an inexpensive health insurance. Don directed me to a program marketed directly to consumers to limit the extra expense of commissions. Now, I'll never use another agent."

These quotes and hundreds of others from satisfied clients provide a better image of Don Lohr than any resume can convey. Fortunately, he has the credentials to go along with his giving spirit. Don graduated from Flagler College with a degree in business. While working for his brother's drilling company, he managed the company's insurance needs. A colleague noticed he had a real grasp of the issues and suggested he consider insurance as a career.

Since then, he has worked as a captive agent for a single company, as a contractor for Thompson Bailey Baker, and, since 1997, has owned The Pinnacle Group. All in all, Don has been in the insurance business for 16.5 years.

When asked what he likes best about his work, he immediately responds, "The clients - it's like having an extended pool of friends around town that you help and they help you." He likes building relationships and making personal friends. In his words, "It's just fun."

When asked what he likes least, ironically, he says insurance companies:"They lack empathy for the consumer." As Don explains, every aspect of the industry is currently in crisis with many outside influences driving up costs and propagating mismanagement. Government mandates, major disasters, the cost of doing business, the pursuit of profit and a decrease in competition all conspire to increase premiums for customers and give the industry a bad reputation.

But, Don doesn't consider these obstacles any worse than any other major sector of the economy. "Most of my clients are understanding because I have good relations with them," he explains. Don enjoys finding the best product available for each person's specific needs. He also spends a considerable amount of time trouble-shooting for clients which includes spending "a large part of the week resolving emotional anger," says Don. He recognizes that people are upset at rising insurance costs and realizes part of his job is to listen to these concerns.

Don makes sure he explains the issues involved. "I find it much more enjoyable to work with clients who take the time to understand the product they're purchasing," says Don. To that end, he directs clients to library resources and encourages clients to read and ask questions about their policies. To provide even more guidance, he has added The Pinnacle Group web page to the resources clients can use to find information.

Don takes pride in what The Pinnacle Group offers which he says is rare for the industry: "We have a team more interested in people, not product or commission. We have common interests and goals. We have lots of fun and can make a living doing it."