The Making of an Insurance Leader – Passion, Perseverance and Service
Hear from Tony De Conno as he celebrates 59 years in the insurance industry.
Tony De Conno's mantra is "what you do in the morning, you never do in the afternoon." As he celebrates 59 years in the insurance industry and a successful business, Adelaide-based De Conno & Blanco Insurance Brokers, he shares his insights on how time flies when you're having the time of your life!
Starting out
Tony had a short stint at the ATO before being attracted to the vibrancy of the large National and general Insurance firm in Adelaide.
"The people in insurance had a youthful spark (still do), and I quickly progressed up the ranks to become a Claims Manager," Tony said. "I worked there for about 10 years, and it gave me the opportunity to meet a lot of business people in Adelaide. Relationships matter in the insurance industry. My most memorable experience was when I was sent to Darwin for five weeks after Cyclone Tracey in 1974. The devastation was everywhere, and everyone needed help."
The stepping stone to being a Broker
Tony often admired the brokers he knew, and after a two-year stint as an agent for the company that he had worked for, he applied for an Insurance Broker's license. In 1978, he set up a business with Peter Blanco. De Conno & Blanco Insurance Brokers had humble beginnings, with Tony and Peter doing all the work, supported by their wives in the office. In time, they bought their office premises, a former Commonwealth Bank building in St Peters, Adelaide, and today, there are 18 staff.
"Starting our own business was a leap of faith and, at times, challenging," Tony explained. "We focused on personal service and building trust, which are fundamental to our business's success.
"While I also think we had a lot of luck in the business being in the right place at the right time, my parents, who are of Italian heritage, instilled a strong work ethic in me," Tony added. "I believe if you work hard, you'll earn the rewards, and I gave 100 per cent. Being of Italian background turned out to be an asset too, as it helped to attract many Italian clients."
NIBA makes a difference
"One of the best insurance industry innovations that has occurred during my time is the introduction of the National Insurance Brokers Association (NIBA) in 1982," Tony said. "It has really enhanced the professionalism and comradeship of the industry. I value personal contact, and NIBA opens doors for members to share knowledge and learn a lot from other people, while keeping abreast of the latest rules and regulations. I also served on the NIBA Committee in the early years."
Tony's unwavering dedication to the industry was recognised in 2014 when he was named the NIBA Broker of the Year (SA/NT).
Passing the baton
Tony, who turned 80 in September, still enjoys going to work but made a change about 12 years ago to make the day-to-day a little easier. He and Peter sold the business to their sons, Mark De Conno and David Blanco. Another stroke of luck was that they both had sons interested in doing the hard yards to study and develop their skills and knowledge in the insurance industry.
Best advice
"My advice to anyone wanting to get into insurance broking is to build up a diverse body of knowledge, take an active interest in your clients, and provide personalised service," Tony said. "There is much to love about insurance broking, from the variety of work to the great people you meet."
Work to live
Tony works hard but also enjoys the fruits of his labour. He enjoys time spent at his holiday home at Walkers Flat and water skiing on the Murray River. He has had many memorable overseas trips with his family, including snow skiing in Japan and South America. On winter escapes, there's nothing Tony likes more than skiing down the slopes at Falls Creek, most recently clocked at 71km per hour!