BPM's Josh Welsh sits down with the Co-operators' Devon Forshner to discuss what led to his big win as a BPM Rising Star, as well as the importance of building trust, proactive client service and simplifying complex benefits information.
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[00:00:07] Josh Welsh:
Hello and welcome to the special edition of BPM TV. My name is Josh Welsh. I'm the lead reporter of Benefits and Pensions Monitor. Today we're recognizing one of BPM's rising stars, Devon Forshner. He is a group benefits specialist at Co-Operators. It is a celebration of the brightest young professionals making their mark in the benefits, pensions, and institutional investment space. So this is somebody that typically demonstrates a strong commitment to and passion for a career in this field. And we're very happy to have Devon here with us this morning. Devon, welcome to the program. Thanks for joining us and congratulations on your nomination.
[00:00:51] Devon Forshner:
Thanks so much, Josh. Happy to be here.
[00:00:54] Josh Welsh:
Amazing. Happy to have you. So Rising Stars are a celebration of the brightest young professionals making their mark in the benefits, pensions and institutional investment space. So basically, Devon, you were nominated as an emerging leader who brings fresh ideas, passion, energy to the industry. And obviously, because of your commitment and passion for career in this field. So congratulations again. That's quite exciting. Let me kind of dive into the background of Devon Forshner. Did you have a plan for your career from the beginning? Or has this always been one of chance or opportunities?
[00:01:41] Devon Forshner:
Yeah, that's a really good question. I would say it's been a mix of chances and choices. I didn't set out with a step-by-step plan, but I've always been quick to jump on opportunities that, you know, felt aligned to my goals. So whether that was, you know, having the opportunity to speak at events, take on a new project or a leadership role, and now being recognized as a rising star, you know, those weren't things that I could have predicted, but they fit with how I wanted to grow. And as I progressed through my career, I've been more intentional about where I want to go. But I've also learned recently, you know, to keep space open for spontaneity, I guess, in my career choice, too.
[00:02:28] Josh Welsh:
It's amazing. That's fantastic. I mean, I think it certainly helps that you have all of these. There's so many different avenues that you can take in life, as I'm sure you know. You go to school for one thing and then you end up going for something else entirely that sometimes it just ends up being by chance. So that's great. What would you say has maybe been the single biggest achievement or accomplishment of your career thus far?
[00:02:55] Devon Forshner:
You know, a big achievement for me was kind of having the opportunity to speak at industry events over the past few years. And it really wasn't about being up on stage. You know, it was really just that validation, especially as a young professional that, you know, I do have insights and valuable experience we're sharing. And it has given me a lot of confidence to continue along this path. It's reminding me that I do have a lot of value to bring to our clients. I've had the pleasure to work with so many great clients over the years and working with industry partners. I've learned a lot from them and it's really kind of helped shaped my trajectory in the industry.
[00:03:38] Josh Welsh:
That's great. Well, obviously, I have to ask, in opposition to that, what's maybe been the biggest challenge in your current role and how do you deal with that? Or it can even be multiple challenges as well.
[00:03:51] Devon Forshner:
Yeah, so this is a new role in our independent agencies. And so, you know, right now it's really balancing that exciting growth that we have, but also, you know, managing the operational demands of what scaling this business is in our agency. So while we're focused on growth, you know, we're equally committed to maintaining that superior quality of service and strong relationships we have with our clients. So, you know, it's making sure that we have the right processes and systems in place to sustain this momentum while providing a great experience for our clients. And I feel that that balance is really essential for our success and really is what differentiates us from others in the industry.
[00:04:37] Josh Welsh:
Absolutely. That's great. Well, Devon, obviously being awarded or nominated, recognize however you want to kind of whatever word you want to use for this, it obviously takes some self-reflection, you know, you wouldn't have been nominated for for nothing. So with that, you know, in your view, what is your strongest quality professionally do you think?
[00:04:59] Devon Forshner:
You know, I'd have to say it's building trust. And, you know, for me, building trust happens with proactive client service and making complex things simple. So just to give you an example, I put a lot of focus on educating employees and plan sponsors, you know, whether it's through an onboarding session or renewal reviews or through communications. But really, this helps people not only understand their plan, but feel confident in it. So often. Another example, plan members can unlock some information that maybe they didn't have before to help their well-being. So maybe it's understanding their prescription drug coverage, how to access services under the plan. And I've learned that saying you'll do something is one thing, but then actually following through and delivering on promise means everything to plan sponsors and members.
[00:05:52] Josh Welsh:
That's a great answer. I love it. I think that really sums up the role of what you do. How would you describe your approach or attitude to your role, your current role, and also your career overall?
[00:06:08] Devon Forshner:
Yeah, this is something that's really evolved over time, and I've taken a broad approach to my career. So early on, I was really impatient for like a quick progression, moving to the next role, the next thing. But as I've grown in my career and as my family grows now. I've been more intentional. So, you know, really focusing on thoughtful moves, focusing on roles where I can build strong relationships and find ways now to make a lasting impact.
[00:06:41] Josh Welsh:
Absolutely. That's great. What do you think has enabled you to make such an impressive start to your career? If you want to maybe even just give me an overview in terms of you mentioned that this was a new role earlier. How did that role maybe come about? And how did that fit into your start, either your current role or even just your career overall?
[00:07:09] Devon Forshner:
So how the role came to be was, you know, definitely there's a need in this space to have specialized people in group and pension. And so there was a number of independent cooperator agencies that were looking to enhance their offering through group benefit and retirement programs. So this role, you know, really looking for someone who had some experience in group benefits and group retirement. And what really, you know, has kind of enabled me to be successful in this role so far is really that focus on being client centric. and to focus on growth. So, you know, by building trust and being, you know, client centric, allows us to look at opportunities to grow the business, but also making sure that our clients are being well served with that kind of expert knowledge and advice that they come to know of when they work with a cooperator's advisor.
[00:08:21] Josh Welsh:
That's amazing. Well, I think that's important as well as being a group benefit specialist is that, you know, it is very client heavy. I think, you know, you're constantly, you know, you are the front facing of the client. And I think, you know, they come to you and obviously with the work that you're doing and you're being recognized. So something's obviously working. So congratulations again. Speaking of that, in a way, I mean, what types of attributes and skills have you relied on to build your reputation so early on in your career?
[00:08:56] Devon Forshner:
Yeah, so I kind of alluded a little bit about this earlier, but without a doubt for me, it's building that trust and following through on what I said I would do. I found early on in your career, you're constantly learning and you don't have all the answers, even if that might be the expectation on you. So I've often found saying, I'm not sure, but I'll get back to you right away, was a good way to build trust with the client and also show some vulnerability. So, you know, that served me well in situations that I wasn't sure about. And, you know, when you are an advisor, you are expected to be the expert in the room. And there are times when we don't have all the answers. So although it can be hard to say, I don't know, or I'm not sure, if you can be known as the person who will get the answer, you know it really means a lot. And that's what starts to build trust with clients is showing that behavior of following up, being timely and making sure you're delivering really great client service with accurate information.
[00:09:59] Josh Welsh:
Absolutely. That's so impressive. I think the other thing that we have to recognize as well is that, you know, when we start a new role or when we start a new career, even there's always somebody that we have to lean on. So my question to you, Devon, is have you been able to call on a mentor? And if so, what impact has this had on you either in your life or personally or in your role at cooperators and together?
[00:10:24] Devon Forshner:
So I wouldn't say I had a specific mentor, you know, I've been really fortunate to have many people throughout my career that I admire and look up to as a great mentor. But often it's been either like informal leadership relationships or, you know, trusted contacts in our industry. I've had a lot of people that were happy to share some of their wisdom, some of the lessons that they learned along the way. And I feel it's led to me being a bit more well-rounded and have a broader perspective when coming up, facing a challenge or running into a scenario. And how I feel having that mix has just been as impactful as just having one dedicated mentor.
[00:11:09] Josh Welsh:
Absolutely. Well, with that said, I mean, how have you been able to use your relative inexperience to benefit your standing in the industry?
[00:11:18] Devon Forshner:
I feel it's, feel it's allowing the freedom to be curious, bring a fresh perspective, which really kind of has led me to try new things and offer advice that clients maybe had not considered. And it also helps to kind of challenge some of those assumptions that we hold. So maybe Clive was with an advisor for a long time and they've only seen one way to do things. It almost gives me permission to be curious and ask questions and dig in. And by doing this, it does give that creativity and can offer a unique perspective on a situation.
[00:11:56] Josh Welsh:
Curious is a really important word there, I think. I think whenever you're curious about something, it allows you to explore, to dive deeper into things. And I think certainly I can relate to that as well, you know, starting in my role, starting in my role. But it really goes to show that when you stay curious, when you kind of stay involved in the work that you do, good things will happen. And I think that's certainly testament to... to the work that you're doing, but also being recognized for that work as well. So after being named a rising star, Devon, has this adjusted or impacted your mindset and aims for the rest of your career? Where do you see yourself going from here?
[00:12:39] Devon Forshner:
Yeah, it has been very encouraging. You know, it hasn't changed my values, but it's really reinforced that I'm on the right path. And it is pushing me to think bigger about the kind of impact that I can make for our clients, but also kind of help shape the industry here in Atlantic Canada. It does give me motivation to keep growing and learning and continue to build relationships with our clients.
[00:13:06] Josh Welsh:
Easy. That's great. A great answer. How does working with a multi-line insurer like Cooperators allow you to integrate group benefits and retirement programs with the existing client base?
[00:13:19] Devon Forshner:
What's neat about this is that it's really been able to allow me to offer a real integrated experience. So because we provide both group and retirement programs, I can really streamline the process for our clients, deliver more value. And what makes it even more meaningful is the collaboration with our local independent agencies, and in particular, our commercial specialists. And these are trusted advisors who already know our clients well. So, you know, as a relatively... new face, you know, when I work alongside them, it really adds that crummability and reinforces that, you know, we understand the full scope of a plan sponsor or business owner's needs. We're protecting their business already, and now we can help them protect the people.
[00:14:06] Josh Welsh:
Another unique feature of cooperators and specifically kind of the independent advisor channel is that they continue to have agencies in the local communities. So How do you think that supports plan members and plan sponsors?
[00:14:23] Devon Forshner:
You know, what I love about this is that, you know, I'm embedded in the same communities as the businesses and employees that I support. So, you know, that means I'm either volunteering with local organizations, coaching financial literacy sessions with nonprofits, and even showing up for community events. So whether it's, you know, Tignish PEI or Bedford, Nova Scotia, I'm there. You know, this local engagement helps build the trust and credibility that we're trying to foster. And so when I connect with employers, the relationship is already warm. You know, we've already shown up as good neighbors and it makes it easier to have meaningful conversations. For plan members, you know, this means that they're supported by someone who understands their local context and can offer guidance that's accessible and genuine. And whether that's looking at, you know, helping them understand their employee benefits or financial information, they know they're not just a number that, you know, they're part of a community that we care about.
[00:15:24] Josh Welsh:
Absolutely. That's great. Well, Devon, just maybe one other final question here for you. And I didn't get to ask this, but I have to know how does it feel to be nominated, awarded, recognized as a BPM Rising Star? And how do you think this award will help shape the that's your directory of where you're going to go from here? Do you even plan on nominating somebody yourself for next year?
[00:15:52] Devon Forshner:
Yeah, that's a really good question. I'm very humbled to to receive the nomination. And, you know, I think what it's helping me think about is how I can give back. I think what it's, it's helping me think about is, you know, how, how I can give back the, uh, the, the group benefit and pension industry is relatively small. Um, you know, so you start to know people well and you get to know people. And I think this really just gives me a bit more motivation to, um, help out more and ensure that other new people to our industry are getting supports and resources to help them grow. And of course, yeah, definitely looking forward to nominating someone next year.
[00:16:35] Josh Welsh:
Amazing. Well, Devon, this has been really fantastic. It's been a pleasure to meet you and, It's been a pleasure to meet you and X a little bit and to hear a bit about yourself and the work that you do and how you do it at Cooperators. So congratulations again on being one of BPM's rising stars and we'll be watching out your career with great interest.
[00:16:59] Devon Forshner:
Very much, Josh.
[00:17:01] Josh Welsh:
Very welcome. You take care. Have a great day. This has been Josh Welsh for BPM. Thank you for watching. Until next time.
