DBL Center’s Ancillary Benefits Account Manager Annette Sperandio joined the company three years ago, at the start of a tremendous growth phase. In part one of this two-part interview, Annette and DBL Center President Michael Cohen discussed the company’s past and present.

This week, in Part 2, they talk about the future of the company and how, although DBL Center continues to change and grow rapidly, the company’s ethics and vision remain consistent, strong, and in line with founder David Cohen’s beliefs and philosophies.   

Keep reading to discover Annette’s passion, her favorite word, and her pet peeve. Then, watch the video to find out what Annette would be doing if she wasn’t working at DBL Center, and the one place she considers “home.”

Michael Cohen: From your point of view, what’s next for DBL Center?
Annette Sperandio:
Well, there’s always something on the horizon. There’s always the technology piece to it. We have our Broker Dashboard, which you are working on. And TDB expansion, which is huge.

Aside from that, it’s always been about honoring your dad, keeping what we have. It’s making sure the brokers know we’re thankful for their business and always showing them the proper respect. That’s something that’s very big. That’s the way I was raised. You take care of the people who take care of you.

Mike: How is that reflected in your work?
Annette: If we have a case for 15 years, we do the diligence. We make sure the market study is done and the claim issues are handled in a timely manner. Retention is huge.

As we show our broker community what we’re capable of and what we’re able to develop, the sky’s the limit. That’s really what it comes down to. I always tell you what a natural salesperson you are because it’s the truth. You’re able to sell. You’re able to talk. People don’t really have the gift of gab anymore.

Michael: And there’s that aspect of coming full circle. You said you want to pay homage, and my dad had that talent, too. Unfortunately, you lost your father, as well, before I did. There’s an undertone that resonates between the two of us, an understanding.

We’re also both fans of the arts. You’re familiar with Inside the Actor’s Studio. You may know these questions, but I trimmed them down.

Mike: What is your favorite word? Please say cook?
Annette: I’m going to quote one of my favorite –
Mike: It’s a word, not a phrase
Annette: It’s a word. It’s not an English word…
Mike: Italian or Latin?
Annette: Italian. Attraversiamo
Mike: What does that mean? That could mean anything.
Annette: To cross over. And if anyone’s watching this and they [don’] understand what it is, it’s a reference to [the book] Eat Pray Love.

Mike: What is your least favorite word?
Annette: Bulbous. I hate that word.

Mike: What motivates you?
Annette: My family. My family is everything. And anybody that knows me knows that I am fiercely in love with my family.

Mike: How many children do you have?
Annette: I have two beautiful boys, 7 and 3. [I would do] anything to make their lives better and to do better than the last generation.

Mike: What turns you off?
Annette: I just want you to be straight. I want you to always tell the truth. I want you to always be upfront, because that’s how I carry myself. And that goes for all aspects of my life. I’m an open book. If I give you that respect, I expect that in return.

And I feel like sometimes people get afraid to tell the truth. Truth isn’t always easy to talk about. And it doesn’t hurt to tell someone and be upfront.

I’d rather a broker tell me, “Look I’m shopping [the policy], too.”

If you do that, then I’m aware, and the hunger is there. And maybe we can get a better quote because let’s say our book is slightly bigger. We’re going to leverage it accordingly, so you get exactly what you need.

Also, it’s an art form. People that bring honesty and open communication are willing to come to the table and say, “Listen, I’ll work as hard as  I can to get you exactly what you need.” I know full well I may not be able to do it. But at least you know, I went through every single check and balance and hoop to try. We’re always going to do our best to get our clients exactly what they need, to get it done.