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DBT40 Honoree: Stephen Hartstein


AGE: 34
Partner, The Insurance Market (Milford)

Company description: The Insurance Market is a broker located in Delaware and Maryland specializing in a risk-management approach. We have 35 team members with a collective 720 years of experience and operate in 19 states, handling anything from residential flood to large commercial insurance.

Professional accomplishments:  Creation of a director of sales position. In this position I’ve increased communication, production, ability and most of all, value for our clients. Another accomplishment I’m very proud of was being an integral part in developing our Armor360° Risk Management process. This process is unlike any other in our area and is filed with the U.S. Patent and Trademark office. Finally, earning the nationally recognized Certified Insurance Counselor designation rounds off my top three professional accomplishments.

Leadership examples: I’ve always been a believer that if you’re going to ask others to do something, you’d better be doing it, too. If I expect my account executives to act, produce, learn or execute a certain way, it will be from my example. If they have quarterly goals, production reports or 1-on-1 pipeline meetings, so do I.

Vision:  My vision is to create a network of large commercial business owners who understand and appreciate the art of risk management so I can focus solely on high-level risk management tactics and procedures. My vision is to present the control that’s left on the table as an opportunity to manage exposures and subsequent premiums at a higher level so our clients can live their best lives knowing we’ve mitigated their risk.

Community service: Last year Mindy Townsend of A&A Companies along with Josh Wharton of The Good Ole Boy Foundation and I came together to create Crabalina to help fund a handicap playground in Laurel, Delaware.  There were plenty of learning experiences through the process but with hard work and support of our local businesses we raised $35,000 for the project. We’re also proud of our annual Teacher Basket giveaway, where we give away premium teacher baskets to four teachers in our community. The Insurance Market also supports over 70 other community organizations every year. However, If I had to choose where I get the most satisfaction from, it would have to be Little League. I’ve managed my son’s team for the past eight years and the impact along with the relationships I’ve formed with the children will always be one of my top accomplishments.

What’s the best piece of advice you’re received so far in your life? My father always told me if you do right by people and work hard, success will always follow. I have lived by this and it’s never steered me wrong. Revenue from a new account does not build an empire; doing right by people and working hard will, though.

In 2018 the Hartstein’s started a 48-state RV adventure. So far, they’ve reached  20 and hope to have the other 28 done by 2025.

What advice would you give your 25-year-old self?  It’s not the finish line you’re trying to get to. It’s the journey and appreciating every win and loss. Wins are fun but short-lived losses create an opportunity to improve through your lifetime

What was your favorite work moment in the past year? Opening my first office from scratch.  It was rewarding as much as it was challenging. 

Where are you most at ease? Our family campsite in Trails End Chincoteague, Virginia. I’ve been going there for over 30 years and it’s my happy place.

Guilty pleasure? Cinnamon buns and tequila … not at the same time.

What are you currently reading (or what’s your favorite book)? Currently reading “Pete The Cat” because my 18-month old won’t let me put it down.  Favorite book ever is “Richest Man in Babylon,” by George S. Clason. 

Who’s your favorite superhero? My wife. God bless her.

First job? McDonald’s. It was the only place who would hire a 14-year-old. I would get up at 5 a.m. and drive eight miles to work on my electric scooter.

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