Walking her own path
Just eight years into her career, Justine Zavitz can already list an impressive list of credentials, including being named in the Top 20 Under 40 in her hometown of London, Ontario, and being the youngest president (at the time) of a Canadian Advocis chapter.
Despite the kudos, Zavitz is anything but complacent.
I’m always looking ahead. It’s like trying to run for the horizon and the horizon keeps moving.
“I’m always looking ahead,” she says. “It’s like trying to run for the horizon and the horizon keeps moving. I don’t think I will ever feel like ‘I’ve done it; I’ve made it’.’’
After completing a Commerce degree at McMaster University in Hamilton and a financial planning diploma at Fanshawe College in her hometown of London, Ontario, Zavitz was encouraged by a friend to try the industry and work with her mother, Terry. “I never expected to work in the life insurance industry and I never expected to work with my mom,” says Zavitz, “but I was always business-oriented and good with numbers and so it did fit with my capabilities.”
Like many others, Zavitz soon learned that the first few years can be tough, especially because of her young age.
“When you first come into this industry you think things are going to come to you easily just as they had all through school – but there’s a little surprise waiting there for you: you have to work hard and be ahead of the game because you’re dealing with some pretty tough competition. You have to be able to build credibility around your name because when you’re young it’s hard for some people to trust you with the advice and recommendations you’re giving them.”
Especially difficult was getting some clients to take her seriously, especially since doctors and dentists make up the Zavitz Insurance Inc. niche market, most of whom are much older than she was when they graduated.
And while having her mother in the business is a distinct advantage, Zavitz discovered it can be difficult to walk in the footsteps of a successful parent.
“In so many ways, I learned so much from my mother and how she earned her reputation and credibility. But I was also always ‘Terry’s daughter’,” she says. “It’s an advantage, but it’s also difficult to develop your own identity, your own competition, abilities and reputation when you work with, work for, and work alongside a person who has been around successfully for 31 years.”
Seeks out mentors
Zavitz was taught much of the technical and management side of the industry from her mother, but she seeks out the advice of outside mentors to give her a different perspective on subjects like handling staff or a client situation.
“Really, I use them more as a sounding board more than anything,” she says.
Zavitz has created her own reputation in the industry and with charities. She is on a number of hospital foundation committees, including St. Joseph’s Health Care Foundation, particularly its efforts to raise funds for breast care and the hospital’s breast care centre. She also acts as an ambassador for the Children’s Health Foundation, introducing new people into the organization.
Zavitz, who is married, strongly advises young women to get involved in the business. She says the only advice she would give to them is to develop a hard shell because rejection is hard and competition stiff. “You have to work your butt off at the beginning.”
