Manager Profiles - African American Agents and Partners On the Move

Embracing Leadership

Van Ewing | April D. Scott | Benny Burison

Van Ewing, Illinois General Office

Years at NYL: 5
Title: Senior Partner

In September 2008, Van Ewing, Illinois GO was named Senior Partner. He joined the firm in 2004 and had been a Partner for two years prior to his promotion. Ewing has an MBA and was Director of Corporate Development, Mergers & Acquisitions at Chevron Texaco for six years before coming to New York Life. Newly engaged and eager to curtail his busy travel schedule, Ewing recalls, “I came to New York Life because I was looking for a company that would embrace my entrepreneurial spirit and offer me an income stream for life.”

Though his area of expertise was analyzing businesses and structuring corporate deals, Ewing welcomed the challenge of learning more about personal finance. He was determined to build a boutique that services the needs of highly compensated corporate employees—a target market he knows well. Ewing, who has a recruiting assistant, says constantly reinvesting in his business has been critical to his success at New York Life. “The same principles that make you a successful agent, make you a successful manager,” explains Ewing.

“I think many managers fail because they get too comfortable behind the computer. Thinking like an employee and sitting in the office all day are detrimental." Goal setting seems to be a motivating force for Ewing. He encourages others to stay focused on their objectives at all times and seek clarity often. Ewing intends to recruit 12 new agents each year and is working to become a Top 10 Senior Partner in 2009. He would like to be a Managing Partner within two years.Ewing and his wife DionNe live in downtown Chicago with Miles, their Parson Russell Terrier, and Zsa Zsa, their West Highland Terrier. The Ewings are patrons of the arts and enjoy traveling internationally. Their favorite city is London.

“I think many managers fail because they get too comfortable behind the computer. Thinking like an employee and sitting in the office all day are detrimental.”

April D. Scott, Indiana General Office

Years at NYL: 4
Title: Partner

According to April D. Scott, Indiana GO, her promotion to Partner in May 2008 is simply another step toward her goal of educating the community she serves. "I've had a personal experience with life insurance so I know how valuable it is," explains Scott. "I'm on a mission to help other people protect their income and retire comfortably. When I think about all the families that need a good agent, I know I can't do it alone. I know I need a team."Scott says the learning curve was steep and she faced many challenges during her first few months as a manager. She suggests agents who are considering becoming a partner think about what motivates them each day and determine what role management will play in that process.

"Management is an unselfish decision," shares Scott. "Since agents have more contact with families, agents control the outcome through their committed actions. Losing that control can be difficult for a new Partner. You've got to look at the pros and cons and decide what makes sense for you. Helping people is what motivates me each day.” Scott joined New York Life in 2005, at the urging of her agent. “I’d worked in the banking industry for eight years and was looking for more freedom and greater flexibility. Since I was a New York Life policyholder, I was familiar with the strength of the company and its superior products. I took a leap of faith. I approached the opportunity like an entrepreneur.”

Self-discovery and personal growth have been critical to Scott's continued success. In 2006 she earned a B.S. in Management from the Kelley School of Business at Indiana University. Scott says her spiritual relationship with God keeps her motivated and balanced. An avid reader, she credits books like Mark Sanborn's "The Fred Factor" for inspiration. Scott says she is so encouraged by the book’s underlying message—learn to be extraordinary in everyday situations—that when she receives excellent service from someone she sends them a copy of the book with a note that says, "Thanks for being a Fred!" Scott and her husband Jeremiah live in downtown Indianapolis, where she serves as Vice President of the Board for a nonprofit, multi-service center. She has four children— Rockea, Kenneth, Aundrea and Christopher (deceased.) Scott says her grandchildren, D-Andre, 2, and Devin, 1, are the joys of her life.

"Management is an unselfish decision." "Since agents have more contact with families, agents control the outcome through their committed actions. Losing that control can be difficult for a new Partner. You've got to look at the pros and cons and decide what makes sense for you. Helping people is what motivates me each day.”

Benny Burison, Charleston General Office

Years at NYL: 3
Title: Partner

Benny Burison became the first African American Partner in the Charleston GO in August 2008. Burison, a 13-year veteran of the insurance industry, managed his own firm prior to joining New York Life in 2006. In fact he was recruiting for his agency at a Black Business Expo when he met New York Life Agent Dee Dee Turner. Turner followed up with Burison after the Expo, in hopes of making a sale, but quickly realized she had an even greater opportunity. “Benny had a spirit about him,” shares Turner, of the Charleston GO.

“I knew he was right for New York Life and would make an incredible impact on the African American community in Charleston.” Turner was persistent and she eventually convinced Burison to take a closer look at New York Life. After meetings with Managing Partner Ric Collins and Senior Partner Eric Cox, both of the Charleston GO, Burison realized it was time for a change. “I saw the renewal streams and I realized I was leaving too much money on the table,” explains Burison. “I decided that if I was going to be in the insurance business for 13 more years I needed to be at New York Life.”According to Burison his first two years at New York Life changed the way he views insurance and caused him to rethink his business. “I was raised in the 1980s, in a community where the median income was $13,000 a year,” said Burison.

“Insurance was associated with death and the benefit was never enough to cover burial expenses. During my initial training at New York Life, I learned that insurance can be used as a living benefit for example, to borrow for college tuition or the down payment for a home, and much more—like creating family security and an inheritance for children and grandchildren.” Burison feels his mission is to change the way his parents, grandparents and most people in his community view insurance. “My experience at New York Life has been an awakening,” he said. “I want to change things for the African American community I serve by properly educating them about the different ways insurance can be utilized.”

Burison states the move into management was imminent. “I was eager to begin mentoring and developing agents again because I love seeing other people succeed,” he said. “I want to help make a positive impact on their lives as well as the lives of their families.” Burison set an ambitious goal for his first year as Partner—to coach three or more agents into Executive Council status. Burison studied at South Carolina State University for three years and received a B.S. in Organizational Management from Voorhees College. He and his wife Yolanda have 4 children: Zheareah, 12; Kristen, 5; Kailyn, 4; and Benny Jr., 1 ½.

“I want to change things for the African American community I serve by properly educating them about the different ways insurance can be utilized.”

Manager Profiles - African American Agents and Partners On the Move

Embracing Leadership

Van Ewing, Illinois General Office

April D. Scott, Indiana General Office

Benny Burison, Charleston General Office

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