2008 vol.

01
Profiles:
Going Green at Work and Play Scudder Roofing
After Hours Drink Guide Rubicon Bakery
Heffernan Giving Back Albertina Kerr Centers

Years of
Independence
 Workers’ Compensation
Is Not A Commodity

A lthough workers’ comp is a statutory benefit, workers’ comp products

are not all the same. Claims don’t cost the same to everybody. Claims
handling and safety services affect premiums. And how injured workers
are treated by their insurance company makes a big difference in an
employer’s overall insurance costs.

CompWest is proud to offer a different kind of product, Workers’

Compensation With Care℠, through Heffernan Insurance Brokers.

What has your insurance company done for you lately? For more information,
contact us at care@compwestinsurance.com.

OneBeacon Proudly Helps Power

Heffernan Insurance Brokers in

their Charitable Giving Efforts

Together, we are honored to give back to nonprofits in our community.

 Contents:

p18
Profiles:

04 A Letter From Mike 06 Scudder Roofing, 28 Giving Back, A Look at Heffernan’s

On Top of It All Charitable Giving Program,
12 Feature Story: by Gregg Hibbeler by Gregg Hibbeler
Heffernan: Twenty Years 10
in the Making, Rubicon Bakery, 30 Heffernan Giving Guide,
by Linda Wagar Sweet Success, researched by
by Nancy Lewis and Scott Lewis Mollie McWilliams
32 The Numbers: 18
Heffernan Timeline Albertina Kerr Centers, 35 Heffernan Gives:
and Financials A Century of Care Garee Lee Smith Scholarship Fund,
by Ann Mohler Basco by Ann Mohler Basco

Culture:

22 Heffernan Family Tree, 40 Fitness Guru,

by Gregg Hibbeler by Linda Wagar

36 The Simple Steps to Green, 42 After Hours Drink Guide,

by Linda Wagar by Ann Mohler Basco

38 From Dogs to Babies, and 44 CONNECT!

3
Being a Working Mom, A Benefit for 13 Nonprofits,
by Ann Mohler Basco by Ann Mohler Basco

39 The Heffernan Family,

On Our Own Time,
by Ann Mohler Basco

HG Magazine Staff

p44
Carl Posey Linda Wagar

Publisher Mike Heffernan

Executive Editor Ann Mohler Basco
Senior Editor/Senior Writer Linda Wagar
Design Firm/Creative Director SaperPaper/Lisa Saper
Art Director/Graphic Designer Luther Knox
Photographer Carl Posey

By Heffernan Insurance Brokers

1350 Carlback Drive, Suite 200 • Walnut Creek, CA 94596 Janna Thompson
925.934.8500 • heffgroup.com • License: #0564249 Walnut Creek Receptionist
4

Letter
From Mike
W elcome to our first annual HG Magazine, designed to be part
feature magazine, part annual report. As President and CEO of the
Heffernan Group, I am pleased to share this with you, our trusted
clients, partners, and friends.

In this first issue, we’ve chosen to profile two incredible nonprofits,

Rubicon Programs in Richmond, California, and the Albertina
Kerr Centers in Portland, Oregon. We are proud to have worked
with them over the years. It’s important to us as a business to
find a balance between being profitable and giving back to the
community. At Heffernan, we give a significant percentage of
profits to charity every single year, and we hope to continue to do
so, at an increased level, so we can help organizations like Rubicon As we celebrate our 20th anniversary, we are very proud of
and Albertina Kerr do great things in the communities where we everything Heffernan has become. It’s a great place to work,
do business. a place that gives back, a place that supports education, a place
that puts family first, and a place where people can have fun.
You’ll notice as you thumb through the pages of HG Magazine Because of this, I believe it’s a place that attracts the best talent
that we place a lot of emphasis on family at Heffernan. Early in in the insurance industry.
2007, we counted 52 relatives working among us, out of a total
of just under 400 employees overall. We take that as a huge I hope reading through the pages of HG Magazine, you will see
compliment, knowing that nobody would suggest their son or that Heffernan is so much more to us than just a business, it’s our
daughter work at a place unless it was a great place to work. extended family. We are honored to work here, and spend our
Our family-based culture is the cornerstone of our success. days alongside some of the best, brightest, caring and fun-loving
We have found that giving our employees the latitude to put people in the industry.
family first makes them better, more responsible, and ultimately
happier employees.
F. Michael Heffernan
This year Heffernan has added some great new components
to our corporate office, namely our wellness program and our
green initiative. We highlight both of these new directions in the 5

magazine, and look forward to reducing not only our collective

carbon footprints, but our cholesterol levels too!
6
by Gregg Hibbeler
 A HOUSE, A FAMILY, A BUSINESS
In 1974, Pete Scudder finished high school in Walnut Creek and moved to the Monterey
Peninsula with $500 and an entrepreneurial spirit he had yet to discover. Once in
Monterey, he quickly found work with a high school friend’s family business, C.L. Frost
Roofing, and worked there as a laborer during the day while he attended college at night.
While Pete established himself as a dedicated worker and
accomplished roofer, he found the inconsistency of work a
strain on his new position in life. He reflected, “I had a wife, a
mortgage, a 6-month-old girl and another baby on the way, so
sitting around waiting for work wasn’t an option. I decided to go
back to school to get my contractor’s license”. Pete and his wife,
Karen, started Scudder Roofing out of their home in Prunedale
during early 1982. Karen handled the bookkeeping and children
while Pete took care of the rest. Neither of them knew what
would happen, but both of them believed in the business, their
abilities and each other, and they put their heart and soul into
building Scudder Roofing from the ground up. As the years
passed, the company quickly grew from their small home office
into its current headquarters and warehouse facility in Marina,
including a state-of-the-art product showroom and more than
65 employees. “Pete has evolved over the years and has really
taken his business to the next level through his forecasting and
8 planning,” said Dan Mahoney, Heffernan’s agent to Scudder
Roofing. “He’s a ‘big picture’ thinker that runs his business in an
honest and fair manner.”
Pete is a hands-on CEO who believes in showing kindness and
concern for others as well as getting the job done right the
first time. Well liked by colleagues and respected by his peers,
Pete says, “I like to treat my employees like family members and
always have an open-door policy.” Pete also takes great pride
in watching his children grow within the business he and Karen
started all those years ago. While Karen has since retired from
day-to-day business activities, two of Pete’s three daughters now
work alongside him in the business; Jennifer Balesteri is
a Production Manager and Kelly Scudder is the company’s
Human Resource Manager. With support from their father,
these women look to take the Scudder Roofing tradition into
the next generation.
A COMMITMENT TO EMPLOYEES,
CUSTOMERS AND THE COMMUNITY
Pete Scudder and his team have created a business practice
that is respected by both the industry and the clients they serve.
“Team Scudder” can provide specialized residential custom
re-roofing to larger commercial and industrial projects. They
specialize in serving the Monterey Peninsula and beyond,
including Salinas, Monterey, Marina, Seaside, Pebble Beach,
Pacific Grove, Carmel and Carmel Valley. Pete states, “Our
unique location on the Central Coast brings us in contact with
a diverse array of homes with different architectural designs
and varied landscape terrain.” In recognition of the company’s
accomplishments and ingenuity, Scudder Roofing has won
Contractor of the Year honors from both the Monterey Builders
Exchange (1989) and Salinas Valley Builders Exchange (2004).
It’s a devotion to the job at hand and a total commitment to
exceptional service, including a promise of 100% customer
satisfaction, which sets Scudder Roofing apart from the rest.
Pete pledges, “We need to take care of the people who take care
of our customers, because our employees need to be happy
before we can make our customers happy.” It sounds simple,
but it all begins at the receptionist’s desk and follows through
to all levels of the organization, including sales, administration,
finance and everything in between. It goes back to a discussion
that Mike Heffernan and Pete had years ago about running
the business like a business, and is seen in Scudder Roofing’s
commitment to full-time employees in production, safety
and quality control, customer service, sales, human resources,
accounts receivable and payable and warehouse management.
This emphasis on people, and an annual investment of more
than $50,000 in field, customer relations and application training,
has enabled Scudder Roofing to boast an average employee
turnover rate of nearly eight years, far above the roofing industry
average of less than two years.
Yet, at Scudder Roofing, it’s not all about business. Pete and his
family are generous supporters of many non-profit, charitable
organizations, including Rancho Cielo ( Salinas Youth Center),
YMCA Salinas, Miracle House Program, Hospice Foundation,
Monterey Peninsula College Athletic Center, Common Ground,
Marina Youth Soccer, and the Monterey Bay Area Boy Scouts
chapter, of which Pete will become president in 2009. With
respect to the scouts, Pete insists,“It’s better to get them in a ‘good
gang’ when they’re young, rather than a ‘bad gang’ later on.”
THE HEFFERNAN CONNECTION
Knock, knock, who’s there? Mike Heffernan, that’s who.
Dan Mahoney confides, “Scudder Roofing is one of my very best
clients. Unlike some private business owners, Pete is very open
to suggestions. In fact, his collaboration with the Scudder board
of directors has resulted in development of an impressive safety
program and reduction in liability costs.”
“WE STAND UNDER OUR ROOFS.”
Pete recalls, “Back in the early ‘80s, I saw the need for a roofing
company based on a commitment to quality and excellence.”
With their motto to support them, Pete, his family and his
dedicated staff still hold true to this philosophy.

The relationship began more than 20 years ago when Mike

walked to the front door of Pete Scudder’s home on Paradise
Road. The two immediately hit it off and their business
relationship was formed. When Mike started the Heffernan
Insurance Group, Pete identified the same entrepreneurial
business spirit he saw in himself and relied on Mike and his new 9
agency for his future insurance needs. “Mike has been more
than an agent to our business,” said Pete, “he’s become a close
friend and valued advisor. It was Mike who first opened my eyes
to the concept of running Scudder Roofing as a business entity,
rather than a simple contract roofing company. Now, it’s obvious
that we’re a contractor, but we have a comprehensive business
strategy unlike many of our competitors.” Mike is a volunteer
board member for Scudder Roofing and has been instrumental
in its growth. Pete credits Mike with providing sound business
advice throughout the years. Team Scudder’s
philosophy is simple:
Pete acknowledges, “For the past eight years, Dan Mahoney Treat each customer
has been our Heffernan representative, and he’s consistently as our ONLY customer.
provided excellent service in a timely manner. When Dan’s not With over 25 years
available, I know I’ll be able to speak with a knowledgeable serving the Central
Heffernan employee. They have a great team and have been very Coast, Scudder’s
responsive to my workman’s compensation issues. It’s obvious reputation is second
that Dan and the Heffernan employees know their business, but I to none. From using
appreciate how they care about mine. It’s also comforting to know the newest and safest
that they have the freedom to make decisions on their own.” equipment to offering
the highest quality
products at the
best prices, Scudder
Roofing brings a
distinctive system
unmatched by its
competitors.

Scudder Roofing
3342 Paul Davis Drive
Marina, California 93933
www.scudderroofing.com
 It’s not all about chocolate cake, but it
does keep coming up when you mention
Rubicon Programs.
Heffernan Senior Vice President Melani
Conti remembers the first time she toured
Rubicon’s facility. At the end of the tour,
she says, those at Rubicon passed out
samples of their mini chocolate cakes.
“We couldn’t wait,” said Conti. “We ate
them in the car on the way back, and had
to call Rubicon to tell them how good
they were.”

Those at Heffernan were sold on the chocolate cake.

Rubicon was sold on Heffernan. It’s been a winning
partnership ever since.
Rubicon Programs is a nonprofit that opened its doors
in Richmond, California, in 1973, focusing on those with
mental disabilities.
“At the time, then—Governor Reagan was closing a
lot of the state hospitals. Richmond was an affordable
community, and drew those who were being released,”
said Rubicon Executive Director Jane Fischberg. “The idea
was to create a community of acceptance for them.”
Today Rubicon has a broad reach, providing
employment, housing, legal and mental health services
for more than 4,000 people throughout the Bay Area.
The goal is to remove as many barriers as possible to
self-sufficiency.
10 “We have two businesses that provide employment
and training opportunities to people we serve,” said
Fischberg. “We also connect people with employers in
the regular open market. We place about 300 people a

SWEET year in employment. When we work with an employer we

are making a case to the employer that the person we’re
preparing is as good or better than someone else they’ve
hired. When they hire through us, they get a guarantee of
employer satisfaction.”

SUCCESS
Jessica Wright is one of those who needed help finding
a job.
“I’d been couch surfing, staying with friends and families
on their couches with no stable place to lay my head.
It was very stressful for me and my daughter, Sydney,”
BY Wright recalled.
Wright had been out of work for more than a year. She
NANCY LEWIS was recently divorced, and had run into what she calls a
SCOTT LEWIS stretch of bad luck. Someone suggested she call Rubicon
Programs. Through the organization she was able to
get a job with a local biotechnology firm packing boxes.
After three months, she was offered an interview for
permanent employment with the biotech firm.
Instead she decided to make a career at Rubicon,
helping those like herself.
She accepted a job in Rubicon’s Career Center. She
showed clients how to navigate the internet, set up email
accounts, and job search.
“It was wonderful. It was a great transition,” said Wright.
In early 2008, Wright was promoted to Employment
Specialist. She finds and develops jobs, meets with
employers to make contacts for Rubicon, and provides
job retention support and vocational assessment for
those who are in the same position she was not long ago.
“This is my dream job,” Wright said. “It’s a fulfilling
opportunity for me because I get the chance to put them
back on the road to being who they
desire to be.”
Many of those Wright sees are fresh
from Rubicon Bakery. The bakery offers
training to those entering or re-entering
the workforce. It’s a chance for them to
get back into the routine of showing up
for a job on time, taking direction, and
working with a team.
This, by the way, is where the chocolate
cake comes in.
For more than 15 years, Rubicon Bakery
has been making all-natural bakery
products from scratch. Workers blend
small batches of fresh, select ingredients
and finish each product by hand to
create delectable desserts.
“My favorite Rubicon cake is the turtle
cake,” said Wright. “It’s a rich chocolate
on chocolate experience. It’s complete
ecstasy with surprise pockets of
caramel.”
The bakery, Rubicon’s landscape
service, and tenant rents bring in about
half of Rubicon’s revenues each year.
Of the balance, the bulk comes from
public funding. Almost all of the rest
comes from from foundations and
corporations.
“For most nonprofits, the hardest
money to raise is that which doesn’t
have an earmark,” says Rubicon’s
Executive Director Jane Fischberg. “Our
government money has to be spent in
a very specific way. When we get an
unrestricted gift to make improvements
in our management information
systems, or to do needed repairs on our
facility, it’s critical.”
For the past few years, Rubicon
has received funds from Heffernan’s
Charitable Giving Program. Last year,
the Charitable Giving Program gave out
$280,000 in grant money to charities
throughout the Bay Area.
Heffernan’s commitment to Rubicon
doesn’t end there. Many Heffernan
employees volunteer at Rubicon.
Melani Conti is one of them. “A big
party of Heffernan employees went
over to the Rubicon Career Center and
spent the day painting rooms,” said
Conti. “It was so much fun. And again,
they gave us chocolate cake at the end.”
Conti said whether she’s volunteering
or calling on Rubicon as a client, the
attitude and atmosphere at Rubicon are
always the same.
“I have found in working with them,
that the people are just different. You
walk into their office and they always
greet you with a smile,” said Conti. “I
know this sounds sappy, but just say
their name and I get a warm happy
feeling. They’re really nice people.”
Employee Jessica Wright says that
comes from the top down. Those at
Rubicon are happy, she said, because
they know they’re making a difference.
“I’m so excited to give somebody a
ray of hope. If you use the resources
correctly and listen to their guidance,
the sky is the limit,” Wright said.
Wright has gone from “couch surfing”
to renting a home. Her daughter is
enrolled in a pre-school not far from
Rubicon. 11
“She’s thriving and growing and
learning,” Wright said of her daughter.
“Even little babies can sense when
their parents are in distress. Her little
shoulders are down and able to relax
cause she knows Mommy’s happy now.”
The company hopes to provide
even more sweet endings this year,
expanding workforce services in
southern Alameda County and
San Francisco. Those expansions will
take more money. For individuals
who want to help, there’s a tempting
solution. Of course you can make a
donation. You can also go online, and
buy a little chocolate cake.
If you’d like to join Heffernan in its
support of Rubicon Programs, you
can make a donation to support all of
Rubicon’s programs by visiting their
website at www.rubiconprograms.org
or you can order Rubicon’s cakes online
and have them delivered to your home,
by going to www.rubiconbakery.com.
Heffernan:
Twenty Years in the Making
by Linda Wagar

“Honesty, openness,
and success.”
At 28 years old, Mike Heffernan was frustrated with his job at a large brokerage firm. His then-wife gave him
some sound advice. “She said either deal with it or do something else.” So he bought a failing company and
molded it after the ideals he believed in: You could be successful without being cutthroat. Honesty always sells.
And if you treat everyone with respect, they’ll respect you in return. Breaking out on his own was a bold step for
someone with less than five years of experience in the insurance business. But Heffernan said he wasn’t nervous,
at least not at first. ”I had confidence that I could sell insurance,” said Heffernan. That confidence was slightly
shaken once he realized the company he’d bought came saddled with $250,000 in bad debt.
 “I was a little nervous then,” he
acknowledged. But with a start-up
staff of 10 employees, Heffernan soon
transformed company finances and
the world’s image of insurance
brokerage firms.
At a time when many of his competitors
are stagnating, the Heffernan Group is
growing. In 2008, it had 420 employees,
73 million in revenue and 11 offices in
five states. Last year, it was named the
9th largest independent broker
in the United States by
Insurance Journal Magazine.
To figure out the secret to Heffernan’s
success, you have to start at the top.
Mike Heffernan was a self-described
“leftist hippie” in college. He never
thought he’d go into insurance even
though his father had made a successful
career of it. “I never really knew what he
did when I was growing up,” Heffernan
admitted.
Instead Heffernan studied African and
Islamic history at the University of
Santa Clara and toyed with becoming
a history teacher. A free trip to London
changed his mind and altered his life.
He agreed to participate in a training
program at Lloyds of London and found
14
00 it surprisingly exciting. It was that
excitement that won him over.
“I enjoy life and I never understood why
work is something you shouldn’t enjoy,”
said Heffernan. He enjoyed selling
insurance so much that he quickly
became one of the top producers in
every firm he joined, including his
father’s. He said he was fortunate to
learn from some of the best in the
business, people who taught him the
basic tenet of good sales: Never ignore
the customer.
Advice he has never forgotten.
“I’m successful because I responded
to people,” said Heffernan. “Someone
called me and I called right back.”
He also enjoyed mentoring younger
sales people but quickly realized that
wasn’t a skill you could earn a living
from at most large firms.
“They did not compensate you to be a
manager,” said Heffernan.
Now at the helm of his own firm,
Heffernan’s focus is on mentoring.
He teaches people how to sell better
and in the process how to live better.
For starters, he doesn’t like arrogant
sales people. He’ll fire them even if they
are making him money.
“Egos just can’t fit here,” said Heffernan.
“We are all in it together.”
Blame it on his socialist bent. Or blame
it on his dad. “My dad taught me there is
no need to be ruthless. He did well and
he was unbelievably honest.”
Heffernan is honest about everything
except possibly his age. He’s 49.
But he prefers to be thought of as 48.
He said his grandfather always took
a year off his real age and Heffernan,
being superstitious, decided to do
the same.
Superstitious you say?
He always keeps his dad’s wristwatch
and his grandfather’s American Legion
pin in his briefcase, along with a piece of
the first wallet he ever owned.
He said superstition served him well in
the competitive world of high school
baseball. He’d wear the same stirrups to
every game and never used a new mitt
until he’d replaced the leather string in it
with the one from his lucky old mitt.
Now that he’s in the über-competitive
world of insurance, he’s not throwing his
superstitions away.
Heffernan’s honesty, openness and
success (and quite possibly that
wallet fragment in his briefcase) have
helped him build a staff of dedicated
employees. Melani Conti has been with
the Heffernan Group for 20 years.
She appreciates Heffernan’s philosophy
of camaraderie and family. Conti said
many of her coworkers are also her
friends and some of them are even her
own family.
“At one point in time, every single one
of my kids worked at Heffernan,” said
Conti, who at the end of a long work day
was playing with her grandson in her
office. Conti, who raised four children as
a working mother, said she clicked with
a company that appreciated her role as
a parent as well as an employee.
Heffernan, who has two children of
his own, offers employees a flexible
schedule with every other Friday off.
Employees aren’t penalized if they
occassionally have to come in late or
leave early because of their children’s
schedule. Children are welcome in the
workplace. Conti said it’s not unusual to
see dogs and kids running around the
office.
Conti is typical of many Heffernan
employees in that as the company has
grown so have her responsibilities.
Conti still remembers the day Heffernan
promoted her from account manager to
sales. “He gave me a little brochure and
sent me out,” said Conti. “I remember
hyperventilating in the parking lot.”
But by the end of the day, she had
written her first account for $2,500 to
Calco Fence Company. It’s a client she
still has to this day. Now Conti oversees
Heffernan’s nonprofit divison.
Catering to nonprofits was one of
Heffernan’s early secrets of success.
Mike Heffernan realized that few
insurance companies were aggressively
going after that segment of the
market. Heffernan assigned sales
people to focus solely on nonprofits
and become specialists. He wanted
them to understand the strengths and
weaknesses of nonprofits and talk to
them as peers, not salespeople.
“We go to their functions and go to their
conferences,” said Conti. “When they have a
question, we know the answer.”
A strategy that may sound obvious now,
but was groundbreaking 20 years ago. Back
then nonprofits had an image problem with
insurance companies and Heffernan sought
to change that. Many nonprofits were
forced to buy their workers’ compensation
insurance through a state fund because
insurance companies weren’t interested in
them. “They thought they were a bunch of
mom and pops,” said Conti.
Heffernan invested $4 million of its own
capital to form a captive insurance group
which markets exclusively to nonprofits.
Now it’s a $30 million a year business.
Over the years, Heffernan’s nonprofit client
list has kept growing. Today it includes
Goodwill, the YMCA, United Way, Rubicon
Industries and Boys and Girls Clubs.
Serving nonprofits has rubbed off on Conti.
Like every Heffernan employee, she donates
four days a year to volunteering at a charity.
Plus she’s made room in her budget for
regular contributions to a nonprofit she
doesn’t even insure (at least not yet!),
the Humane Society. Her passion for the
Humane Society is no surprise to those who
have visited her home with its four dogs
and three cats. “It’s my kids who bring all
the animals home,” said Conti. “I’m just a
soft touch.”
John Tallarida joined Heffernan in 1991 as a
26-year-old with four years of experience in
the insurance business. He was looking for
a new challenge. “I was looking for a firm
where I could get equity and be part of the
growth,” said Tallarida. “It’s exceeded all my
wildest expectations.”
Tallarida remembers his first company
photo. It had 19 people. Now he oversees
three times that many running Heffernan’s
Palo Alto office and regional operating
center in Southern California.
Tallarida credits Heffernan’s growth to
a single philosophy:
“We are sales people whose product is
insurance, rather than insurance people
who are trying to sell,” said Tallarida.
He said that philosophy encourages a more
creative sales force, one that doesn’t stop
selling once it’s sold all the products it has.
It keeps looking for new markets.
Tallarida said his favorite conversation is
when a client presents him with a challenge
by asking him for a type of coverage that
doesn’t yet exist. “We don’t like the plain
vanilla stuff,” said Tallarida. “We’ve always
been attracted to the harder stuff.”
One of Tallarida’s first challenges as
a Heffernan employee was helping find
insurance for mid-sized law firms.
“Eighteen years ago mid-sized law firms had
very limited options. Because they were
small, they were charged high rates
for professional liability and malpractice,”
said Tallardia. Heffernan solved the problem
by convincing insurance companies to
create an exclusive package for Heffernan’s
clients. “It was less cost and broader
coverage,” said Tallarida. “It had a lot of bells
and whistles that nobody else back then
was even offering.” Tallarida said that type
of vision continues at Heffernan even as the
company has grown. “Mike made a move
nine years ago that a lot of people thought
was crazy,” said Tallarida. Heffernan took
two of his most successful sales people
(Tallarida and Steve Williams) and put them
into management. The goal was for them to
teach others, not only about sales but about
Heffernan’s culture. It was a strategy that
worked. “All have the same value set,” said
Tallarida. “We all drink the same Kool-Aid.”
When Mike Heffernan convinced Robin
Newman to join his then—fledgling
company 18 years ago some may have
thought she was crazy. Joining the
Heffernan Group meant taking a cut in pay
and instead of managing 50 people, she
dropped to 10. So why did she do it?
“I had the utmost respect for Mike and his
15
abilities,” recalled Newman, who actually
trained Mike at her former firm. “I just
knew he would be successful. He was a
good sales person. I was good at internal
operations.” But Newman said her ultimate
decision to follow Heffernan was because of
how he treated people.
“Say someone you work with is going
through a bad time in their personal life,”
Newman said. “Mike is not the type of
person who will say knuckle down. He’ll say
treat them better. It’s only human nature for
people to have their ups and downs.”
Newman, who retired from her position as
chief operating officer in January, plans to
spend more time with her husband, who
is already retired. But she’s only leaving
completely for six months. After that she’ll
be returning on a part-time basis to work on
special projects. “I don’t think I could have
broken the tie completely,” she said. “I really
do love what I’m doing.”
 Newman said if she had to pinpoint what
makes Heffernan different than other
brokerage firms, it’s the philosophy that’s
captured in the firm’s motto: Answer the
phone and have fun. “The worst thing you
can do is not return a phone call,” Newman
said. As for having fun? That’s what she’s
been doing for the last 18 years.

Joanne Larson was working for the

company Mike Heffernan acquired 20
years ago. She just never left.
“I am one of those forever people,” said
Larson. “I always knew Mike was going to
do something great. He’s not afraid to try
anything.”
Larson said she was immediately
impressed with his open-door philosophy.
“If I am concerned about something I go in
and see him,” said Larson.
It didn’t surprise her when Heffernan was
named one of the top three best places to
work in the Bay Area.
“We work hard and we play hard,” said
Larson. “There’s a lot of energy.”
She said her co-workers have become
part of her extended family. They often
have lunch together and go on company
outings on Heffernan’s boat or wine
tasting in Napa Valley or relaxing at the
company’s Healdsburg retreat. “It brings
us all together in a different atmosphere,”
said Larson.
16

Like many Heffernan employees, Larson’s

daughter Christina Fairchild also works for
the company. Fairchild started working for
Heffernan in high school then left to try
opportunities at other companies. After a
few years, she returned to Heffernan.
“She really wanted to come back here,”
said Larson. “She said the other agency
was so behind the times in how it treated
its employees.”

Mike Heffernan recognized Yvette

Prichard’s potential soon after she started
working for the company 16 years ago as
a receptionist. She was still in college and
was planning to become a middle school
teacher when Mike convinced her to
consider a career in insurance.
How did he change her mind?
“It was somewhere in the realm of being
able to make a lot more money than a
teacher,” recalled Prichard.
But it wasn’t the money that Prichard said
convinced her to stay. It was Heffernan’s
culture. She liked the way employees were
treated and the way she was encouraged
to undertake new challenges.
“The sky is the limit and not the ceiling,”
said Prichard, whose next goal is to reach
the $2 million sales mark.
Now married to another Heffernan “Plus it’s cost effective.”
employee and with two young children, Looking back over 20 years, Mike
Prichard said her appreciation for Heffernan said he feels good that the same
Heffernan continues to grow. values that have helped the Heffernan
“We are all about everybody’s kids,” said Group grow are still an integral part of the
Prichard. “It’s not about did you clock in at company and its employees.
8 am and clock out at 4 pm, as long as you
are getting your work done,” said Prichard. At his 20th college reunion, Heffernan’s
She said working in the same business as class gave him an award—“Biggest Pinko
her husband, John, has its perks. Commie Turned Capitalist Pig.”
“I don’t think I could have been as Heffernan just smiles at the memory. He
successful as I am,” said Prichard, “if I said he’s the same guy he has always been. Jonathan
was married to someone who didn’t Still the die-hard liberal who believes Warlich, 17,
understand what I do for a living.” that how you treat people is what really son of HR
Though she said they probably stay matters in the end. Manager,
Maria Warlich,
married because they don’t work directly Heffernan’s goal for the next 20 years? works part
together. “If I did, I would probably kill “We want to keep having fun,” he said. time in the
him,” said Prichard laughing. mailroom during
spring break.
Prichard’s husband joined Heffernan 14
years ago. He said what immediately
attracted him to Heffernan was its
eagerness to seek out new markets and try
new ideas, something he had rarely seen at
a traditional brokerage firm.
“At a large firm you are one of 30,000
employees,” said John Prichard, and it can
be difficult to convince a large company
(and its stockholders) to break from
the mold. John Prichard now heads up
Heffernan’s small accounts department,
which is aggressively seeking out small
and medium-sized businesses. Those are
17
businesses most insurance companies
ignore. “No one goes after small and
medium businesses because they are less
money for the same amount of work,” said
John Prichard.

But the Heffernan Group has discovered

those accounts are perfect for training
a fleet of bright new college graduates,
plus providing small- and medium-sized
businesses with the insurance they need.
Heffernan Group is training 12 to 20
graduates a year (for the next five years) to
handle these smaller commercial accounts.
“We continue to restock the fire with
younger aggressive sales people who have
a lot of room to grow,” said Mike Heffernan.
He said that constant source of young
blood is a stimulus for everybody at the
company because you can’t help but be
inspired by the enthusiasm of new recruits.
To help further prepare them for a career
at Heffernan, those young graduates
will attend classes at Heffernan Group
University. John Prichard said the
university was started a couple of months
ago to provide training for new staff and
to provide seasoned employees with
continuing education.
“By having our own programs we can
control the quality,” said John Prichard.
18
 by Ann Mohler Basco

Stephanie* was a young woman who could only communicate with a keyboard. But
her feelings were completely clear as she smiled and hit the “yes” key, over
and over again. Yes as the Heffernan volunteers constructed new planter boxes,
Yes as they built a wheelchair-friendly picnic table and ramp, and yes as
flowers were planted in the backyard of her Albertina Kerr Centers’ group home
in Portland, Oregon.

19
 Albertina Kerr Centers
C 2008 – 2009 Event Calendar
September 17, 2008 October 30, 2008
16th Annual Albertina Kerr 101st Board of Directors
Centers Foundation Classic Annual Meeting
at Langdon Farms Golf Club & Community Awards
Heffernan Portland staff members Michal Mathews
and Cindy Cromwell with Rhone Street residents.
Albertina Kerr Snapshot:
• 1800 staff • $32 million budget
20
Seeing Stephanie’s reaction is just one of the many experiences
with Albertina Kerr Centers that keeps Heffernan Portland Vice
President, Dawn St. Clair (and her entire family for that matter),
hooked on volunteering. “I’ve got my grandchildren involved
now,” she says, as she describes their annual 3 am pilgrimage
to downtown Portland to volunteer for Kerr’s Race for the Roses
5K/half marathon. And that’s not all: Dawn has manned the
phones for the public television telethon. She and Rick Allen,
Heffernan Portland Branch Manager, volunteered together at
Kerr’s Bones & Brew fundraiser and pitched in at the Kerr fall
golf tournament. “When you see the looks of joy on these kids’
faces, that’s what it’s all about,” she said. “It’s hard not to raise
your hand and say, ‘I’ll help!’ ”
KERR’S HISTORY OF GIVING
If Dawn sounds busy with “Kerr,” as it is known in Oregon, there’s
a good reason. Kerr is one of the oldest and largest nonprofits
in Oregon. It has been offering services to those in need for
over 100 years, and has been a Heffernan client since 2003.
It is the largest provider of services to people with
developmental disabilities or mental health challenges in
Oregon, with roughly 150 residents in group homes throughout
the state. These are people who need help. They have either
lost contact with family, have been institutionalized or have
become wards of the state.
Kerr’s programs offer a wide range of intensive treatment
services for children with emotional or mental health
challenges as well as support and skills training for youth and
adults with developmental disabilities. From total 24-hour care
to counseling and guidance, Kerr offers it. And its programs are
April 5, 2009
Portland’s Largest
Half-Marathon
& 5K Run/Walk
• 900 volunteers • 50,000+ plus volunteer
hours each year
popular—it runs at 100% capacity, and always has a waiting
list. A complex operation, Kerr boasts a complex fundraising
and awareness arm to match. What started as a shelter for
homeless men in 1907 has evolved into the largest provider
for developmental disabilities in Oregon, with 1800 staff, 900
of whom are volunteers. Kerr operates four businesses, a
restaurant, a gift shop, a thrift shop and an antique shop, staffed
by 500 volunteers. With fundraising an ongoing goal, Kerr relies
a lot on its volunteers.
EVENTS OF ALL FLAVORS
Says Annie Gannon, Kerr Communications Manager, “My job
is great—I get to tell everyone what great work we do.” And
she does it well through a packed calendar of well-publicized
events, including the Race for the Roses 5K/half marathon, a
spring gala and auction, a fall golf tournament, and more.
Even with all these high-profile community events, Chris Krenk,
Executive Director of Kerr, says Kerr’s biggest hurdle is still
fundraising. “Resources are our biggest challenge,” he says.
Part of the fundamental challenge for Kerr, he says, is that the
people Kerr serves is an entirely different group than the people
who help bring money into the organization. Therefore, an
ongoing challenge is raising awareness of all of the good things
Kerr does for a virtually voiceless group. “We try to broaden
support with advocacy and awareness,” he says.
Advocacy and awareness happens when Kerr partners with
private businesses to adopt group homes. Private businesses
like Heffernan Insurance Brokers. Two years ago, Heffernan’s
May 29, 2009 (Tentative) For more information call
“Our annual gala, dinner Albertina Kerr Centers’
and auction. Director of Annual Giving,
Lee Carson Effmann at
503-239-8101.

• 1,000 + plus people • 100 years of • 4 CEO/Presidents

served each year service to Oregon since 1907

21

Portland Branch adopted Kerr’s Rhone Street home, where staff
members painted, gardened, cleaned up the yard, built outdoor
furniture, and held picnics and BBQs to spend time and get to
know the residents.
PAYING IT FORWARD –
ANOTHER HUNDRED YEARS
Heffernan staff member Judy Cluster refers to the experience
as a really special time. To be able to see immediate rewards
of one’s volunteer efforts is like no other experience. She says
modestly, she “just likes to pay it forward.” And it’s not just
Judy who enjoyed giving back. Her husband, Tim, not even a
Heffernan employee, got in on the action. When Judy came
home and told Tim that they needed to design a wheelchair-
friendly picnic table, Tim simply pulled out a tablet and began
sketching. The rest is history. Judy says, “We are just happy to
contribute.”
When asked which of the programs he is most proud, Krenk
says, “It’s hard to choose.” He’s been in the nonprofit world
for 36 years, and when he speaks about Kerr his passion and
commitment are obvious. He’s particularly enthusiastic about
a new direction Kerr is taking with one of its youth programs,
an early intervention program for children, which is enjoying an
impressive 85% success rate. It’s “a comprehensive approach
to in-home therapy, called a Wraparound direction, affecting
behavioral, parenting, school and mental health together.”
donation, please call Annie Gannon, Kerr Communications
Manager, at 503.408.4721, or visit Kerr on the web at
albertinakerr.org.
LIFE IN A GROUP HOME
Candy*: A Melody of Coping and Growing
Candy, a talented 48-year-old woman, lives in one of Albertina
Kerr Centers’ group homes. She has an extremely severe seizure
disorder and mental retardation. Earlier in her life, she lived in
and out of institutions.
She moved into a group home because she was unable to live
on her own. The dedicated Kerr staff, who now care for Candy,
nurture and support her to enjoy her interests and relationships
outside of the home.
Candy is a musician. She took piano lessons as a child and
has always enjoyed playing music. Because of the generous
donation of a beautiful piano by an Albertina Kerr Center board
member, Candy began playing again—for her housemates—on
her very own piano!
*Stephanie and Candy’s names were changed
to protect their identity.

With the spirit of giving alive and well in Portland, Kerr, with
its talented team of caregivers, counselors, therapists and
volunteers, is sure to continue on for another 100 years.
If you are interested in helping, or wish to make a
A Family Affair by Gregg Hibbeler

When you speak to a Heffernan employee, it’s not uncommon to hear, “My family comes
first.” With Heffernan’s liberal employment policy, which encourages family members
to work together, these family-first employees can have unlimited success in their
careers while maintaining close familial ties in the workplace.
 Jenni Beals and
Jayme Beals

John Prichard Jr.,

Yvette Prichard and
John Prichard Sr.

Cindy Batterson
and Kayla Strang

Chris Watkins,
Christina Fairchild
LuAnn Watkins
and Joanne Larson
and Matt Johnson

23

Kelly Sprague
and Amy Farr

Brian Dantzig
and Kerry Dantzig

Julianna Race
and Michelle Race
24
Crystal Laliberte
Micheal Hawkinson
The Sister Act (Palo Alto)
This isn’t the first time sisters Crystal
Laliberte and Micheal Hawkinson,
account managers in the Palo Alto office,
have worked together. In fact, both found
a common workplace in a rest home as
high school students.
Crystal was the first to take a position at
Heffernan. But Micheal joined her nearly
two years ago when her agency, All West
Insurance, was acquired by Heffernan.
“Crystal was a great support to me after the
acquisition,” says Micheal. “Everyone at the
office was very helpful, but knowing that
she was there for me was very beneficial.
We joke about it now, but it was like having
my own ‘personal trainer.’” For Micheal,
it was a comfortable transition since she
had met so many Palo Alto associates at
Heffernan events as Crystal’s guest.
Although both sisters now have similar
areas of responsibility, their work with
different sales people and clients limit
their daily interaction. Yet, with work
stations nearly side by side, Crystal takes
comfort in knowing she can ask her sister
for advice, since Micheal has more account
management experience under her belt.
“Because of our relationship, I think she’s
much more tolerant of my questions. She’s
been a great industry resource for me in
my current role,” said Crystal.
Of special interest to the sisters is
Heffernan’s volunteer program, offering
paid time off for charitable work outside
the office. “Crystal and I have both worked
at the Second Harvest Food Bank, sorting
canned goods for distribution to the
less fortunate. Being able to share that
time together, as co-workers and family
members, was really special to us,”
said Micheal.
Chips off the Old Block
(Walnut Creek/San Francisco)
Dan Mahoney, a producer in the Walnut
Creek office, takes great pride in his
daughters’ accomplishments. Jennifer
Mahoney, executive assistant to Mike
Heffernan, and Shannon Mahoney,
business development manager for
Socius, have both succeeded in finding
their place within Heffernan.
“It was Mike Heffernan who encouraged
Jen to come on board,” said Dan. “With
our families living so close, he’s known
the girls since they were both children.
I’m just proud to see them both doing
so well in their positions, knowing that
the opportunities now coming their way
are based on the merits of their work.

Plus, with Jen’s help, I can always track Mike
down wherever he might be.”
Jen said she and her sister have benefited
from their father’s advice.
“It’s especially satisfying knowing that we
all work for the same company,” said Jen.
“I enjoy hearing good things about each
other’s business accomplishments that we
might not hear otherwise.”
It Runs In the Family (San Francisco)
The insurance business and the Williams
family go way back — nearly 150 years.
It all started with Emil Garnsberger, who
opened his first insurance agency back
in the 1860s. Several generations later,
Don Williams joined the family business
in 1968 (which through a merger became
Picetti and Williams) and eventually joined
Heffernan in 1997.
Steve Williams, Don’s nephew, worked part
time in the office while attending college,
then accepted a position upon graduation.
“Over the years, I’ve worked with my
grandfather, father, brothers and just about
everyone named Picetti or Williams in this
city,” said Don.
He’s continuing that tradition as
Heffernan’s vice president in the San
Francisco office, working alongside Steve,
who is now the San Francisco branch
manager and president of Heffernan
Financial Services. As a descendant from
such a lengthy family insurance tradition,
Steve admits “It takes quite a bit of effort
and determination to carry on the success
of the family. With family members to
guide you, it can be very helpful in the
beginning when you’re just starting out,
but it’s eventually up to you to build upon
that and create your own successes.”
Patrice E. Krems,
appearing as Glenda
the Good Witch in a
production of The
Wizard of Oz at
a local community
theater. Patrice made
the dress, crown and
wand herself.
25
Shannon, Jen and Dan Mahoney
Don jokes that it can be confusing for
people to have two Williams family
members in the same office.
“It’s true. I’m quite a bit older than Steve,
but when people see the difference in our
hairline they sometimes question who is
the uncle and who is the nephew.”
It’s All In the Family (Portland)
Mark Herring, Laurie Kelley and Laurie’s
sister Julie all knew each other in high
school, but none had any idea how their
lives would intertwine. Now, after 25 years
of marriage to Julie, Mark is thankful to
have his sister-in-law Laurie, helping him
achieve success at work in the Portland
office. “It was Mark who first brought me
into the business, originally as a marketing
assistant,” says Laurie. She didn’t hesitate to
say yes. She had always gotten along well
with her brother-in-law and was attracted
to Heffernan’s flexible work schedule.
 Mark says he wanted trainer,” says Laurie.
Laurie on his team
because his business Laurie says she and
was growing quickly Mark have made
and he needed a conscious effort
somebody to keep to define the line
him on track. He says between family
nobody can match chatter at work and
Laurie when it comes business talk outside
to details. the office. “We
decided long ago
“How many people that anything related
do you know who to family stays with the
alphabetize their spice family and anything
racks? “ asks Mark. about the office stays
“Plus, she’s such a at the office,” says
likable person and I Laurie. “Mark respects
Mark Herring knew she would work my boundaries on
well with my family life, and I
clients.” appreciate that.”
Mark acknowledges
that working with a
family member has
been a balancing act.
“It’s just natural that
our conversations
outside of the office
tend to gravitate
towards business,”
says Mark. “That’s
when our spouses’
Their eyes roll. It’s important
Laurie Kelley working to be extra sensitive to
relationship the feelings of a family
has continued member, who is also a
26
for nearly seven years, co-worker, since they
with Laurie moving to tend to carry those
an account manager feelings outside of the
position this past office environment.”
October, and receiving
the honor of Portland’s There’s always a bit
2007 Employee of the of the unexpected
Year. when working with
family, like the time
“I took the job because Mark’s 12-year-old
I knew Mark would not son commented on
let me fail,” says Laurie. his and Laurie’s twice
“Mark is very direct annual business trips,
and will make sure you “How come Auntie
understand and are Laurie always goes
comfortable with the on vacation with you?”
situation, even if he It appears that Laurie
needs to draw you isn’t the only one
a picture!” who pays attention
to details.
Laurie says it’s a
running joke around Familiarity Breeds
the office that when Success
Mark pulls out his In general, business
trademark yellow experts agree that
notebook, you know working with family
he’s going to draw members can be
you a picture. “It’s true, everything from
he will literally draw pleasant, productive
you a picture on how and rewarding to
we should approach divisive, frustrating
a situation, but that’s and decidedly
why he’s such a great unpleasant.

Don Williams
Yet, these working family profiles show that trust is potentially
the strongest element in a successful business relationship. It
was Alex Haley, the famous Pulitzer Prize-winning author of the
book Roots, who once said, “In every conceivable manner, the
family is the link to our past, a bridge to our future.”
27
Steve Williams
At Heffernan Insurance Brokers, the strength of the family bond
is an integral part of the company’s past and the foundation of
its future. There are many quotes regarding the importance of
family, but to turn a phrase, it appears that at Heffernan Insurance
the employees have mastered treating family as co-workers and
clients like family.
 A Look at Heffernan’s
Charitable Giving Program
by Gregg Hibbeler

Since its formation in 1988, Heffernan Insurance Brokers has been giving back to the communities in which it does business. Heffernan
believes in investing time, money and the unique talents of its employees in their nearby communities. By doing so, the company hopes
to ensure the long-term viability of area nonprofits and better the quality of life for the residents they serve.

Heffernan employees volunteer more than 900 hours a year outside the workplace, says Michelle Lonaker, Heffernan’s web and
philanthropy manager. Employees participate in food drives with local food banks, home-building projects with Habitat for Humanity,
and a variety of other local, school and community service activities. “What inspires us most are the hard-working, dedicated people we
meet through these activities,” says Michelle.

Community Volunteer Programs: Community Volunteer Programs:

Walnut Creek and We Care Services/Family Stress Center Orange and Habitat for Humanity

Heffernan first became involved with We Care Services for Elena Quiroz, Administrative Assistant in the Orange regional
Children in 2006, after Melani Conti, Senior Vice President, office, said, “I had no idea what I was in for.” But on a bright,
attended a board meeting. “I was really touched by the many warm day last May, Elena and her Heffernan co-workers arrived
services they were providing for the on the Habitat for Humanity job
children in our community, “Melani site in Fullerton. What waited was
We Care Services for remembers. Barbara Langsdale, six hours of hard labor, hauling Habitat for Humanity
Children
Vice President of Development for scrap wood, pulling cable and Since its founding in 1976,
We Care is a private, We Care, says Heffernan’s employee digging a three-foot-deep drainage Habitat for Humanity
nonprofit agency devoted and its domestic
to serving children from volunteer program is a shining ditch for the new single-family and international
birth to age five and example of what all communities home under construction. Elena affiliates have built
their families. Its unique and rehabilitated more
approach emphasizes should do. says “I like to consider myself an than 200,000 homes
28 the development of the “No matter the job, their outdoorswoman, but I was not for families in need,
“whole child” by providing becoming a true world
a variety of programs enthusiastic employees will be accustomed to this type of work. leader in addressing the
in Contra Costa County here to help,” says Barbara. “Over I’m not really even a gardener, so issues of poverty housing.
for special needs and
typically developing the past few years, they’ve painted digging a drainage ditch really Through the work of
children. doors and hallways, stuffed gave me an appreciation for what is Habitat in Southern
Since 1960, We Care has California, thousands
provided professional envelopes, prepared gift baskets all involved in home construction.” of low-income families
licensed therapists, and tended to our gardens and Aside from a few blisters on her have found new hope in
teachers and associates the form of affordable
that specialize in early playgrounds. With nearly 10 acres hands, Elena remembers a few odd housing. These homes
childhood emotional and to maintain, and with buildings looks she received from her fellow allow families working in
physical development, service, manufacturing,
focusing on each child’s almost 40 years old, there’s always ditch-digger, Ellen Schmid. “I was retail and other sectors
individual needs while something they can help us jumping up and down on the dirt to live in decent, safe,
delivering therapeutic permanent homes.
intervention and early clean, repair or paint. What’s most pile to stamp the ground after Habitat provides these
childhood education heartwarming about having the filling the ditch with drainage pipe hard-working families
in a warm and caring with an opportunity to
environment. Heffernan employees on site is that and fill dirt. The heat was taking its break the cycle of poverty
they’re all so cheerful. They interact toll on us and the shovels began to through an affordable
homeownership program,
with each other more as friends, get a bit heavy, but I’ll do it again— enabling them to live in
rather than co-workers.” Barbara says that aside from the center’s no problem! I was exhausted, but I the cities where they work
and to create a better
ongoing maintenance program, We Care will attempt to rebuild felt a lot of pride for my community future for their children.
their outdoor playhouse and develop a tranquility garden this that day, especially knowing that I
year, and she’s hopeful that Heffernan employees will support helped a young family start off in a
these efforts as they have in the past. nice home.”
“As I speak to other area businesses about our projects, I typically
use Heffernan as an example of what can be accomplished,” says Community Volunteer Programs:
Barbara. “Just imagine, if every organization did what Heffernan Palo Alto and the Second Harvest Food Bank
and their employees do for their communities, what a wonderful
world this would be.” “When we were at our best, it was like an assembly line in a big
factory,” says Laura Miller, Executive Administrator from Palo Alto.
Sorting canned goods, packing boxes and loading pallets was
the order of the day for Laura and her five Heffernan co-workers
at the Second Harvest Food Bank in San Jose. For Art Adams, Vice
President, volunteering didn’t go quite as smoothly. “We had to
laugh,” says Laura, “Art was the only one of us sorting apples.
2008 Heffernan Community Volunteer Programs by Regional Office

• Florida – Habitat for Humanity • Petaluma – Committee on the Shelterless (COTS)

• Orange – Habitat for Humanity • San Francisco – San Francisco Food Bank
• Oregon – Portland Rescue Mission • Walnut Creek – We Care Services for Children/
• Palo Alto – San Jose Food Bank Family Stress Center

And when the big apple crate started to get low, Art just had give a Christmas present. Now that I’ve volunteered, I will always
to jump right in to get the job done. It was kind of funny and make time to do it again.”
kind of cute at the same time, seeing him inside that big crate
while we were nice and comfortable on the assembly line. Of Brian O’Callaghan, Vice President, works closely with Melani
course, it could have been his hair net that got the most laughs.” and reflects on his first-hand experience volunteering at the
Regardless of the tasks that day, Laura said helping the Food Fred Finch Youth Center annual golf tournament. “It was a great
Bank made all of them feel good. opportunity to work closely with one of my business clients in
“In fact, several people offered to volunteer at the Food Bank their annual fundraising event. I checked in golfers and assisted
again on their weekend off,” says Laura. ”I think it’s great that with fun activities, like the ‘closest to the pin’ contest. But what
Heffernan allows us this opportunity to help the nonprofits in meant the most to me was working with the center’s staff and
our communities. I’ve never had this chance where I’ve worked hearing them talk so enthusiastically about the youth and how
before, so it’s something I’ll look forward to doing again and this event would enable them to better serve the children.
again.” I really got to know the benefits of their services and was proud to
contribute my time to help them raise these much-needed funds.”
Heffernan’s NonProfits Choice Niche Practice
Heffernan’s Major Gift Program
Heffernan’s interests in nonprofits are deeply rooted in
its business practices. “Our As Heffernan Insurance Brokers has
involvement in serving nonprofits Fred Finch Youth Center continued to grow and increase its
Second Harvest Food
Bank goes back as far as the founding of Founded in 1891, annual contributions, it has taken a
the company,” says Melani Conti. the center is one of more formal approach to charitable
Second Harvest Food the East Bay’s largest
Bank of Santa Clara and “We’re a unique broker that has nonprofits, offering a giving and employee volunteerism.
San Mateo counties is residential program
a private nonprofit that
developed an expertise in working In 2001 Heffernan established
for youth diagnosed
collects and distributes with nonprofits.” Heffernan’s with developmental its Charitable Giving Committee,
more than 26 million disabilities and emotional
pounds of food each year
NonProfits Choice program is which oversees the company’s 29
impairment, as well as a
to low-income children, committed to securing the best variety of community- donations and service projects.
adults and seniors. The based programs for
food bank currently serves
insurance coverage at the most Working with Heffernan regional
children, adolescents and
an average of 167,200 competitive prices for nonprofits young adults, ranging offices, the committee identifies one
individuals each month, from age 4 to 24. At Fred
60% of which are families
of all sizes. Melani says, “We nonprofit per office to support each
Finch, they seek to provide
with dependent children. understand their needs, and we high-quality programs for year. Michelle says, “Through these
Volunteers can help the the care and treatment
Food Bank sort, inspect
know what market to go to for the relationships with our community
of children, youth, young
and repackage thousands best pricing and coverage.” Melani adults, and their families, nonprofits, Heffernan is proud to
of pounds of food, in just a whose changing needs
short, 2 hour shift!
estimates that nearly 40 Heffernan give staff the time to enjoy the
can best be met by a
The Food Bank, Inc., salespeople serve the agency’s variety of mental-health rewarding experience of hands-on
of Santa Clara County and social services.
was formed in 1974
4,000 nonprofit clients. giving.” From a financial standpoint,
by Economic and “It’s our exclusive products, Heffernan has long been recognized
Social Opportunities,
and incorporated as a
additional coverage and widespread as one of the top corporate
non-profit agency in carrier access that set us apart from philanthropists in the Bay Area. Milly Hanley, charitable giving
1979. In 1988, the San
Mateo County Food Bank
the competition.” On a personal committee member, points out that Heffernan distributed more
merged with The Food level, Melani feels rewarded by the than $280,000 in charitable contributions to 60 charities in 2007.
Bank, Inc., of Santa Clara
County to become Second
opportunity to work with these Donations typically range from $1,000-$10,000 and are available
Harvest Food Bank of socially conscious clients. “I love to any designated 501-(c)(3) charitable organization.
Santa Clara and San Mateo
Counties. In 1992, Second
working in this area of the insurance
Harvest Food Bank moved business. I cannot express how “These efforts are one of my biggest passions in life,” says
into a n 65,00quare foot
warehouse in San Jose
good it makes me feel when I speak Michelle. “My position allows me to use my brain, as well as my
which serves as its main to my clients about their community heart, and makes it very enjoyable to come to work each and
food distribution center.
In June of 1995, the
services, knowing that the money every day.” With the multiple-level success of the Heffernan
Peninsula Distribution I might help them save is directly charitable giving program, it’s clear Michelle is in good company.
Center began serving San
Mateo County in a newly
benefiting those they serve.” Melani
renovated 22,000- square also realizes that actions can pay
foot warehouse in San
Carlos.
great dividends to her clients. “It’s
especially gratifying to me to take
time off work and help these local
nonprofits. The appreciation their employees show towards our
volunteers is amazing. It makes me feel good about myself when
I participate in these projects. It’s the same feeling as when you
 training and employment, Children’s Council of through programs like Family
Heffernan affordable housing community
services, court-ordered treatment
San Francisco
445 Church Street
Finding, Wraparound, support
and educational services such

Giving services, and job training for

individuals with disabilities.
These programs serve diverse
San Francisco, CA 94114
www. childrenscouncil.org
Donations: (Check or money
as art classes and tutoring. They
currently offer over 17 services
to children and their families,
Guide
Researched by
clients including farm workers,
recent immigrants, youth, seniors,
order) Children’s Council of San
Francisco, 445 Church Street
from their nine offices located in
Los Angeles County, Santa Clara
and other low-income persons. San Francisco, CA 94114, County, San Bernardino County,
Mollie McWilliams
Attn: Phyllis Mason and Sacramento County.
Casa Teresa Phone: (415) 276-2900
P.O. Box 429 Main Executive: Goodwill
Interested in giving or Orange, CA 92856 Christine Cleary, President (of San Francisco, San Jose, San
www. casateresa.com For over 30 years, Diego, and Long Beach)
volunteering your time?
Donations can be made online the Children’s Council of San Goodwill Industries International
Check out any of the through their website. Francisco has been working 15810 Indianola Drive
following nonprofits Phone: (714) 538- 4860 to improve the well-being of Rockville, MD 20855
– and maybe you’ll Main Executive: children, parents, families, and On the web @ goodwill.org
be inspired to make a Keith Eyrich, President child care providers. They strive Donations: Donations can be
Founded in 1976, to make affordable, high-quality made online through their
donation or get involved.
Casa Teresa provides programs child care a reality for all working website.
for homeless, pregnant women, families. Phone: (800) 741-0186
AIDS Healthcare Foundation
regardless of background, race, The services the Main Executive:
6255 W. Sunset Blvd., 21st Floor
religion, nationality, or any other Children’s Council offers include, Jim Gibbons,
Los Angeles, CA 90028
factors, for women age 18 and free, multilingual resources and President and CEO
www.aidshealth.org
older that are alone. Casa Teresa referrals for San Francisco families North America’s
Donation Contact: Julia Miele,
is home to more than 60 mothers seeking child care, help in paying leading nonprofit provider
Director of Fundraising,
and their babies each year, and for child care for low-income of education, training, and
(323) 860-5240, Fundraising
also offers referrals or one-time working families, training and career services for people with
Development Department
counseling to over 400 women professional support to child disadvantages, such as welfare
6255 W. Sunset Blvd., 21st Fl.
annually. care providers. They also provide dependency, homelessness,
Los Angeles, CA 90028
Casa Teresa also nutritional services and food and lack of education or work
Phone: (323) 860-5200
offers three separate residential subsidies to providers who care experience, as well as those with
Main Executive:
programs: The Parenting for children from low-income physical, mental and emotional
Michael Weinstein, President
Program, the Adoption Program families and child mental health disabilities. Last year, local
AIDS Healthcare
“Hannah’s House,” and the and development consultation Goodwills collectively provided
Foundation is the largest provider
Transition Program for Single to childcare centers and family employment and training
of HIV and AIDS medications,
Mothers. And Casa Teresa offers childcare homes. And they also services to more than 930,775
to more than 27,000 people in
prenatal healthcare, individual help with childcare support to individuals.
the US, Africa, Asia, and Central
30 and group counseling, case families of children with special
America. They are dedicated to
management and life-skills needs, and childcare support Hope Services
offering “cutting-edge” medicine
education. to families that are homeless, Administrative Office
and advocacy, regardless of a
in transition or crisis, or whose 30 Las Colinas Lane
person’s financial situation.
Community Action Marin children are in foster care. San Jose, CA 95119
29 Mary Street And they are also dedicated www. hopeservices.org
AIDS Healthcare
San Rafael, CA 94901 to public policy making for Donations: By check can be
Network is currently operating 14
www. camarin.org childcare, advocacy for children mailed to: HOPE Services
healthcare centers, 7 pharmacies,
Donations: contact Russell Hamel and families, and information 30 Las Colinas Lane
a disease management
at: rhamel@camarin.org to strengthen the child care San Jose, CA 95119.
program in Florida, while also
Phone: (415) 485-1489 community. Credit card donations can
supporting the 22 Out of the
Main Executive: be made by phone at
Closet Thrift Stores in California.
Irving Golden, President EMQ Children and (408) 748-2850.
Internationally, they are bringing
Community Action Family Services Phone: (408) 748-2850
anti-retroviral therapy that can
Marin, founded in 1966, is Marin’s EMQ Children and Family Services Main Executive:
be lifesaving to developing and
largest private social service 251 Llewellyn Avenue Jerry Bellotti, Chair
resource-poor countries like
orginization that is dedicated to Campbell, CA 95008-1940 In operation since
South Africa, Uganda, Zambia,
the betterment of communities www.emq.org 1952, HOPE was founded to
India, Swaziland, China and
in Marin County. Today Donations can be made online help people with development
Ukraine.
Community Action Marin serves through their website, or by disabilities be able to live and
1,500 meals to children in Marin, phone: (408) 364-4044, or check participate in their communities.
California Human Development
provides legal activism for the by mail: Donor Services Team, Today HOPE’s services include
2945 Ramco Street, Suite 195
mentally ill, and is the first source EMQ Children and Family Services, a range of employment
West Sacramento, CA 95691
for emergency and day-to-day 251 Llewellyn Avenue, and job training programs,
www.chdcorp.org
financial and professional help Campbell, CA 95008 developmental activities,
Donations & phone: Call offices
for many Marin County residents. Phone: (408) 379-3790 professional counseling,
for more information:
They also operate 15 social Main Executive: infant services, senior services,
Executive Office: 916-371-8220
services programs and serve F. Jerome (Jerry) Doyle, CEO supported and independent
Main Executive:
as a fiscal agent for other EMQ Children and living services, and mobility
Michael J. Micciche, CEO
agencies that do not have Family Services provides training for approximately 3,000
Founded in 1967,
adequate administration or programs that help children children, adults and seniors. Many
CHD’s purpose is to help
support. These programs include recover from issues such as of HOPE’s clients work in the
low-income people secure
childcare and early childhood severe depression, thoughts community at both large and
the education, training, job
development, HIV/AIDS services, of suicide, or drug abuse, and small Silicon Valley companies,
opportunities and improved
emergency family needs, energy aims at helping keep families as well as government facilities
social conditions they need
assistance, mental health issues, together. EMQ annually helps throughout Santa Clara, San
to live with independence.
employment and training, and almost 7,000 children and their Benito, San Mateo, Santa Cruz
CHD’s programs include job
senior citizen programs. family members every year and Monterey counties.
Human Options
P.O. Box 53745
Irvine, CA 92619
www.humanoptions.org
Donations can be made online
through their website.
Phone: (949) 737-5242
Main Executive:
Steve Churm, President
Human Options has
been in operation for over 25
years, and its mission is to help
battered women, their families and
our community break the cycle of
domestic violence. They focus on
providing safety for women and
their children, long-term support
to rebuild lives, and education to
create a safe community.
The services Human
Options provides are emergency
shelter for battered women and
children, low-cost transitional
housing and services for women
for the duration of one year,
community education for high
school and college students, and
specified counseling services
for different members of the
community.
Institute on Aging
3330 Geary Blvd, 2nd Floor West
San Francisco, CA 94118
www.ioaging.org
Donations can be made online
through their website, by phone:
(415) 750-4180, ext. 141, or check
by mail: Development Department,
Institute on Aging,
3330 Geary Blvd., 2nd Floor West,
San Francisco, CA 94118
Phone: (415) 750-4111
Main Executive:
Robert L. Sockolov, Chair
IOA’s mission is to
enhance the quality of life for
adults as they age by enabling
them to maintain their health,
well-being, independence, and
participation in the community.
They provide diverse programs
in health, social service, creative
arts, spiritual support, education,
and research. IOA provides
information on care in the home
or in the community, counseling
for caregivers and seniors,
financial planning, resources for
professionals and students in the
field of aging.
Lincoln Child Center
4368 Lincoln Avenue,
Oakland, CA 94602
www. lincolncc.org
For information on donating, call
the Development Department at
510-531-3111
Phone: (510) 531-3111
Main Executive:
Chris Stoner-Mertz,
President and CEO
Lincoln Child Center is
focused on enabling vulnerable
and emotionally troubled
children and their families to lead
independent and fulfilling lives.
LCC’s Kinship Support Services
Program (KSSP) provides services
to relatives who are raising another
family member’s children when the
parents are absent and/or unable
to raise them. Their integrated
school and day treatment program
provides special education and
intensive mental health services
to students in grades K-8. LCC’s
school-based services are designed
to address behaviors that are
interfering with a child’s school,
home or community functioning.
They also run the
Residential Program, which is a
home for 26 children, providing
24-hour support and guidance
from counselors. The multi-
disciplinary program offers a range
of treatment services including
rehabilitative therapy, individual
group and family counseling,
crisis intervention and medical
and psychiatric treatment. It also
provides Therapeutic Behavioral
Services (TBS), a short-term
supplemental service offered in
coordination with other mental
health services, and also runs a
“wrap service,” which is aimed at
helping a child ease into life in a
permanent home after being in
foster care.
Mexican American
Opportunity Foundation
401 N. Garfield Avenue
Montebello, CA 90640
www. maof.org
Main Executive:
Martin Castro, President
Donation Contact: donations can
be made through their website.
Phone: (323) 890-9600
The Mexican American
Opportunity Foundation was
established in 1963, and is aimed
at providing better socioeconomic
conditions for the Latino
community of California, while
maintaining the heritage of the
Mexican American culture. From
40 different service locations MAOF
is currently serving over 100,000
Californians, of which 95% are
low–to moderate-income persons.
MAOF provides
20 different free or low-cost
programs and services to
individuals and families who
are socially and economically
disadvantaged. Some of MAOF’s
programs include childcare and
development programs, resource
and referral services, senior and
disabled services, welfare to work
employment services, youth
programs, a food bank, financial
education, and computer literacy
education.
SF MOMA
151 Third Street
San Francisco, CA 94103
www.sfmoma.org
Donations: Please visit the website
for more information.
Phone: (415) 357-4000
Main Executive:
Neal Benezra, Director
San Francisco’s Museum
of Modern Art hosts an array of
different works and organizes
a wide range of programs for
audiences of all ages. They offer
special exhibition-related events,
such as artist talks and lectures,
tours for students, adult groups,
and walk-in visitors, as well as
family days and monthly hands-on
family studios.
Sunny Hills Children’s Center
300 Sunny Hills Drive
San Anselmo, CA 94960
www.sunnyhillsservices.org
Donations can be made online
through their website, or by mail:
Sunny Hills Services
300 Sunny Hills Drive,
San Anselmo, CA 94960-1995.
Phone: (415) 457-3200
Main Executive: Joseph M. Costa,
Chief Executive Officer
Since 1895 Sunny Hills
Services has treated emotionally
and behaviorally disturbed, abused,
and neglected children from the
Bay Area and beyond with tailored
residential, educational, mental
health and community-based
services.
Their residential,
educational and community based
programs are specifically designed
to fit the needs of children with a
variety of disorders and to provide
consistent treatment over time to
a diversity of clients and families.
Each program uses a combination
of services to provide directed,
individualized treatment, promote
healing, and help clients overcome
their limitations. Every program is
headed by an experienced mental
health clinician and staffed by a
multi-disciplinary team of mental
health professionals.
YFES Youth and family
Enrichment Services
610 Elm Street, Suite 212
San Carlos, CA 94070
www.yfes.org
Donations by check can be mailed
to 610 Elm Street, Suite 212
San Carlos, CA. 94070,
donations by credit card can be
made through a phone call to
the Development Department:
650-591-9623 ext. 117, and fax
donations can be completed by
filling out a PDF form found on the
website and sent to: 650-591-9750.
The Development Department:
650-591-9623 can address all other
donations.
Phone: (650) 591-9623
Main Executive:
Linda Mann, Chairperson
YFES provides a wide
array of free and low-cost services
to help children, teens and adults
who are dealing with substance
abuse, domestic violence,
mental health, relationship and
communication issues.
Their services include prevention
programs and hotlines, early
intervention services for first
offenders and for children to
help address psychological
issues before they develop into
chronic mental health problems,
educational programs to
community members such as law
enforcement, teachers and parents.
YFES also offers counseling and
residential programs, with special 31
programs geared towards adults,
teens and children.
 Income:

$1,024,594
Mike Heffernan purchases Petersen
Associates and changes the name to
Heffernan Petersen Insurance Brokers

• Employees: 19

1993

Employees: 40
Income: $3,943,949
Growth: 9.5%

1999 2000 2001

Employees: 107 Employees: 130 Employees: 200

Income: $12,975,561 Income: $15,345,969 Income: $27,148,124
Growth: 17.4% Growth: 18.3% Growth: 76.9%
• Heffernan Petersen changes • Menlo Park office established
name to Heffernan Insurance
Brokers
• ECM becomes a member of the
32 Heffernan Group

2002 2003 2004 2005

Employees: 225 Employees: 225 Employees: 233 Employees: 287

Income: $38,676,247 Income: $44,208,987
Growth: 42.5% Growth: 14.8%
Charitable Giving: $133,000
• Tangram established
• Florida office established
• Heffernan Named Rough Notes
Marketing Agency of the Year
by Rough Notes Magazine
• Heffernan Ranked 48th of the
100 Largest Brokers of U.S. Business
by Business Insurance Magazine
• Heffernan Named One of the Best
Places To Work in the Bay Area by
the San Francisco Business Times,
Silicon Valley Business Journal,
and East Bay Business Times
• Heffernan Ranked 1st
Property/Casualty Broker in the
East Bay, by East Bay Business Times
Income: $50,352,000
Growth: 13.4%
Charitable Giving: $197,000
• Sonoma office moved to Petaluma
• Heffernan Ranked 45th of the
100 Largest Brokers of U.S. Business
by Business Insurance Magazine
• Heffernan Ranked the 9th Best
Place To Work in the Bay Area by
the San Francisco Business Times,
Silicon Valley Business Journal,
and East Bay Business Times
• Heffernan Ranked 1st
Property/Casualty Broker in
the East Bay, by East Bay
Business Times
Income: $53,873,187
Growth: 7%
Charitable Giving: $237,000
• Los Angeles office established
• Heffernan Ranked 43rd of the 100
Largest Brokers of U.S. Business by
Business Insurance Magazine
• Heffernan Ranked the 5th Best
Place To Work in the Bay Area by
the San Francisco Business Times,
Silicon Valley Business Journal,
and East Bay Business Times
• Heffernan Ranked 20th Largest
Independant Broker in the U.S.
Business by Insurance Journal
Magazine
• Heffernan Ranked 58th of the Top
60 Corporate Philanthropists in the
Bay Area by the San Francisco
Business Times
• Heffernan Ranked 8th of the Largest
Insurance Brokers in the Bay Area by
San Francisco Business Times
 1989 1990 1991 1992

Employees: 22 Employees: 24 Employees: 29 Employees: 36

Income: $1,264,785 Income: $1,655,750 Income: $2,628,518 Income: $3,600,927
Growth: 23.4% Growth: 31.7% Growth: 57.8% Growth: 37%
• Oregon office established • Sonoma and San Francisco
offices established

1994 1995 1996

Income:
Employees: 48 Employees: 56 Employees: 60
Income: $5,050,501 Income: $5,404,191 Income: $6,772,772 $8,835,987
Growth: 28.1% Growth: 7% Growth: 25.3%
1997

Employees: 90
Income: $8,835,987
Growth: 30.5%

• ECM Insurance established,

Heffernan Petersen is
an investor

33

2006 2007 2008

Employees: 327 Employees: 389 Employees: 416

Income: $63,281,774 Income: $70,025,000 Income: TBD
Growth: 17.5% Growth: 10.7% Growth: TBD
Charitable Giving: $284,000 Charitable Giving: $337,000 Charitable Giving: TBD
• Orange office established • Heffernan Ranked 37th Largest Broker • 20th Year Anniversary
• ECM becomes Socius Insurance of U.S. Business by Business Insurance • Missouri and Illinois offices established
Services, Inc. Magazine • 2nd Best Place To Work in the Bay Area
• Heffernan Ranked 41st of the 100 • Heffernan Ranked 3rd Best by the San Francisco Business Times,
Largest Brokers of U.S. Business by Place To Work in the Bay Area by the Silicon Valley Business Journal,
Business Insurance Magazine San Francisco Business Times, and East Bay Business Times
• Heffernan Ranked 3rd Best Silicon Valley Business Journal, • Heffernan Ranked 9th Largest
Place To Work in the Bay Area by the and East Bay Business Times Independent Broker in the U.S. by
San Francisco Business Times, • Heffernan Ranked 9th Largest Insurance Journal Magazine
Silicon Valley Business Journal, Independent Broker in the U.S. by • Heffernan Ranked 56th of the
and East Bay Business Times Insurance Journal Magazine Top Corporate Philanthropists by
• Heffernan Ranked 11th Largest • Heffernan Ranked 58th of the San Francisco Business Times
Independent Broker in the U.S. by Top Corporate Philanthropists by • Heffernan Named Top 50 Companies
Insurance Journal Magazine San Francisco Business Times to Work For by Oregon Business Magazine
• Heffernan Ranked 56th of the Top • Heffernan Named Best Place to Work • Heffernan Named Best Place to Work
Corporate Philanthropists in the Bay by North Bay Business Journal by North Bay Business Journal
Area by San Francisco Business Times
• Heffernan Ranked 6th Largest
Insurance Broker in the Bay Area by
San Francisco Business Times
 Heffernan Revenue by Division
as of 2007

Heffernan Revenue By Division

Volunteer time from
employees last year
)*
Heffernan
averaged out to about
900 hours.
DWfS[^
We adopted 14 Corporate
Families During Giving
the Holidays.
Quick Facts
We donated clothes
and toys from
employees once per
quarter to
Hawthorne
Elementary School in
Oakland, California.

We gave $219,500 in
large grants and
employee matching.
) Average Annual
MGA
Giving amount per
employee: $897.

6 Garee Lee Smith

#' Scholarships for
IZa^WeS^W $5,000 each.

How We Give Back Annual Organic Growth

$300,000.00 32%
• Heffernan • Public US Broker Average • Independent US Broker Average

$250,000.00 28%

24%
$200,000.00
20%
$150,000.00
16%
$100,000.00
12%
$50,000.00 8%

4%

$""&$""'$""($"")

$""$$""%$""&$""'$""($"")$""*
2002 2003
• Employee Matching Program Comparing Annual Organic Growth:
• Large Grant Committee Heffernan Compared to Industry
• Active Local Involvement in our Communities (Independent Brokers and Public Brokers)
• Garee Lee Smith Foundation Data courtesy of CIAB.
A t Christmastime, she wallpapered
her entire cube with wrapping paper
and then added angels, Santa Clauses,
twinkling lights, tinsel, reindeer and
ornaments. Her Christmas decorations
were as sparkling as her personality.
Both took your breath away.
Garee Lee Smith passed away four
years ago at the age of 62. She left
us too soon, but she will never be
forgotten. The Oakland, California,
native got her start in the insurance
industry working as a secretary for
Meyer and Lightner Company in 1959
and moved her way up through the
ranks to become a successful insurance
agent. She eventually found herself at
Heffernan where she was a producer,
an account manager, a mentor, a friend,
and even a surrogate mother to many.
Brant Watson, a producer in Heffernan’s
Walnut Creek office, remembers when
he first met Garee. “My first impression
of her was that there was no way a lady
could be so nice, so larger than life, with
that big bouffant hair and so many
compliments for everyone. I thought
she must be putting on a show. I soon
found it was no show,” he said.
Garee took Brant under her wing. He
recalls one of his first business trips
with her to Palm Springs for a skilled
nursing conference. “People would just
gravitate to the booth to talk to her,” he
said. “She had a way of making every
person she talked to feel like the most
important person in the world.”
After she passed away, Heffernan
founded the Garee Lee Scholarship
Fund to benefit children and school-
aged relatives of Heffernan employees
for tuition for grammar school, high
school, college or vocational school.
Six scholarships of $5000 are awarded
annually, as determined by essays
and committee interviews. The award
recipients celebrate in true Garee style,
at a big banquet dinner together with
family and friends.
Jennifer Christensen, a senior account
manager in the Walnut Creek office, was
a 2008 scholarship winner, and is using
her grant to help with her tuition at Cal
State University East Bay, Concord.
She says, “I was thrilled to receive the
Garee Lee Smith Scholarship Award.
35
With a son in his junior year in college
and a teenage daughter, I feel guilty
spending money on myself. It was
quite a relief to receive the scholarship.
It enabled me to enroll without feeling
like I was taking away from the rest of
the family.”
Garee ‘s many friends at Heffernan
realized that the only proper way
to honor a woman who was always
thinking of others before herself was to
give to others in her name.
Brant said he’ll never forget Garee’s
giving spirit. “I remember she would do
little things for me all the time. Once,
when I was just starting out, she gave
me $40 and told me to take my wife to
dinner.” No one had ever done that for
him before.
Garee’s daughter, Kristal Smith, said if
her Mom knew Heffernan had founded
a scholarship in her name she would
have loved it. “It would have just
touched her so deeply,” said Kristal.
Garee Lee Smith was a powerful
lady and her power was in what she
gave away.
Garee
Garee Lee Sm
Smith
it
ith
 “The rule around our house by Linda Wagar
is if you don’t have long
sleeves on, don’t turn up
the heat,” says John.

36

Heffernan is headquartered in one of the most scenic

regions of California and we want to keep it that way.
Over the coming months, we’re launching a major green
initiative. We’ve already begun taking small steps, recycling
cans, bottles and paper and buying locally grown food for
Heffernan gatherings. We know it’s just a start. Jen Mahoney,
who’s heading up our effort, says that on the top of the green
to-do list is retrofitting Heffernan’s Walnut Creek
headquarters with solar heat. Eventually, we would like to see
every one of our offices off the power grid.

Much of our green inspiration comes from our employees. Their
commitment to the environment has inspired us. We thought
you might like to meet them.
The building blocks of green
Account Executive Stephanie Reilly and her husband, Steve, were
living green back when green was still just a color. Their home is
surrounded with native California plants, which thrive in the warm
climate and don’t tax the water supply. They air-dry their laundry
on a retractable clothes line to reduce energy consumption. Plus
they are trying to teach their two children, 5 and 7, to choose toys
without batteries. “They just end up in a landfill,” said Stephanie.
“Landfills depress me.”
Stephanie credits Steve with teaching her much of what she
knows about the environment. He’s a home builder with a degree
in renewable resources. He brings that knowledge to every
job site. “The last job he had, the countertops were made from
recycled glass,” says Stephanie. “They are just beautiful.”
Stephanie says she always tries to tell people that becoming more
green doesn’t have to require major changes in your life. Some
steps are simple, such as installing natural fiber carpets, using
flourescent bulbs or even having your kids use both sides of the
paper when they color. “People forget that it’s not just one thing
that makes you green,” says Stephanie. “It’s lots of little tiny steps.”

The green commuter
John Vipiana has figured out how to
beat Bay Area traffic. He bicycles the 45
miles from his home in San Anselmo to
his office in San Francisco. Okay, maybe
not every day. But when John isn’t on his
bike, he’s driving his biodiesel car. It runs
on vegetable or soybean oil instead of
gasoline.
John said he bought the car because, as
a senior vice president and real estate
practice leader at Heffernan, he spends
a fair amount of time on the road. His
biodiesel VW Golf gets 40 miles to the
gallon and emits 78 percent less carbon.
Plus for every unit of fossil energy it
takes to make biodiesel, three and a half
units of energy are gained. The fuel can
sometimes cost John 10 or 20 cents more
a gallon, but it’s money he feels good
about spending. He knows he’s helping
the environment and decreasing the
demand for fossil fuel. But John’s efforts
to conserve extend beyond his car.
“The rule around our house is if you don’t
have long sleeves on, don’t turn up the
heat,” says John.
John said caring about the environment is
something he learned from his parents.
“I was raised in a home where we were
taught to respect what God created,” says
John. “In the 1970s, we were recycling.”
Now the father of two teenagers, John says
he tries to set a good example and hope
his kids pay attention.
The taste of green
Sheila Taylor knows how good helping
the enviroment can taste. “Have you ever
had a homegrown potato?” she asks. “The
flavor is more intense.”
An avid gardener for 10 years, Sheila’s one-
third an acre lot at her Concord home can
produce bushels of lettuce, cucumbers,
zucchini, tomatoes, pumpkins, corn and
herbs. Taylor said she got hooked on
gardening after taking a class with a friend
and discovered what she once thought of
as work was a lot of fun.
Because she eats everything she grows,
Sheila won’t use pesticides or chemicals.
A compost bin in her backyard provides
her with all the fertilizer she needs and
provides her with a recycling source for
her table scraps and yard waste.
She now plans her menus exclusively
around food she knows is in season. That
way, even when it’s not out of her own
garden, she’s still getting something fresh.
When she does have to go to the grocery
store, Sheila either grabs her big straw
basket or a used paper bag. “I just reuse
them and reuse them and reuse them, the
stores don’t seem to mind,” said Sheila.
The California native said she didn’t grow
up thinking green. It’s something she’s
learned along the way. But it’s been a
delicious trip for everybody, including
coworkers. She regularly shares her
garden’s bounty. “The avocados are
always a big hit,” she says.
Salvaging green
Some might call it clutter, but Kelly
Sprague knows all those spare parts
around her Sonoma home are doing a
world of good.
“It’s ridiculous to buy something brand
new,” says Kelly. That’s a philosophy Kelly
says she learned from her husband, Eric,
whose favorite hangout is the salvage
yard. “He has a natural thriftiness,” she
says. “Plus he hates to see waste.”
An abandoned engine ended up in a
golf cart. Old tools are lovingly restored.
Windows and doors left over from a
remodeling job are saved for the future.
“You never know when you are going to
need it,” Kelly says.
If Kelly’s’ husband must part with
something, he first strips it of any
aluminum and copper, which he recycles.
Even what he drives is on its second life.
He restored a ‘56 Chevy truck and fills it up
with (you guessed it ) biodiesel.
Kelly acknowledges that her husband’s
admiration of used parts can make him
a pack rat, but she says after 15 years of
living together he’s now an organized
pack rat.
37
When it comes to telling you what
Heffernan employees are doing to help
the environment, we could go on and
on. There’s Lauri Benefiel, who heats her
pool with solar panels, Josh Fagin,
who switched from driving
an SUV to a Prius and Dave
Hoffmire, Patrick Joyce and
Nick Dealtry, who carpool from
San Francisco to Walnut Creek
every day. They are just some of the
many here who have begun taking
small steps to improve the world we live
in. As Stephanie Reilly pointed out, if we
can all just start taking more small steps,
collectively we might make a difference.
 Ann Mohler Basco with
her son Zander Basco
and their dog Abby.

From Dogs to Babies,

and Being a Working Mom
By Ann Mohler Basco

I took almost five months off for maternity leave, and like many new working moms, I
38 had anxiety about that first day back. Would I be in tears on my way to work? Would
my baby be okay all day in the hands of strangers at daycare? What had piled up on
my desk while I was gone? Was I missed, or is it true that everybody’s replaceable?
Not to mention, how in the world do you go about using a breast pump in the office
discreetly? (Answer: You put a photo of a dairy cow on your door when pumping.)

Despite the inevitable tears, I survived
that first day for two reasons. The first
was that I had a ton of work to do; and
the second was because I knew if I really
needed to, I could bring my little guy into
the office with me, thanks to a family—
and pet-friendly culture at Heffernan.
Hanging onto that thought is solely what
comforted me as I was abruptly jolted
from my idyllic summer at home back into
the fast-paced world of emails, meetings,
contracts and deadlines.
That first Friday back Zander and I had a
pediatrician’s appointment, so I brought
his Pack and Play and set it up in my office
so we would just finish out the afternoon
together. It went where my dog used to
sleep when she used to join me at work.
(Another adjustment for our family: our
dog Abby used to be #1, now she’s last in
the pecking order.)
Zander and I had the expected stream of
visitors, and the afternoon flew by. But my
emails piled up, and it didn’t take long to
realize that it’s hard to get your work done
when you are showing off your baby. This
concept is better in theory than in practice,
I thought. The following Monday, back to
daycare he went. I missed him terribly, but
slowly but surely, I got my groove back.
Prior to the baby, I had a routine of
bringing in my dog on Friday afternoons.
I thought maybe I’d do the same with the
baby, but it just never happened. I got
busy, began to feel productive and needed
again, and regained my professional
ego more and more with each project I
completed. Friday afternoons became
more of a time when I could jam out work,
so I could get to daycare that evening,
pick up my sweet baby, smell him and
cuddle him and forget about work for the
weekend, knowing I had left my desk in
good shape. Since that first week back,
I’ve brought Zander into the office with
me a few times, but mostly just for social
visits, or en route to or from a pediatrician’s
appointment. He’s made the rounds at
our Walnut Creek headquarters, and our
biggest social event of the fall was our
annual Halloween Party in Walnut Creek,
which we attended along with other
Heffernan families and their children.
I’m new at this working mom thing. It’s
wonderful, challenging, rewarding and
exhausting. Thanks to Heffernan, just
knowing it’s okay if Zander joins me in
the office every once in a while is such a
relief. It reduces my stress and allows me
to focus, guilt-free, on my job. My day job,
that is.
 ON OUR OWN TIME

Stephanie Reilly Earl VanBuskirk Jr. Debra Costa

Account Executive, Assistant Vice President, Vice President,
Walnut Creek Walnut Creek Petaluma

Stephanie is seen here with her Earl, AKA “Choze,” is seen here in Deb is seen here snorkeling in the
husband, Steve, son Jackson and 2007 at The Mix, a youth concert he open ocean on a family vacation in
daughter Lia in their 24-foot 1964 puts on for a nonprofit benefiting Tulum, Mexico. Proving to her son
Lapworth Gladiator, a sailboat they’ve the remodel of the Pittsburg High Antonio that there was nothing to
enjoyed together for four years. School Creative Arts Building in Earl’s be afraid of, Deb (though scared
Berthed in Point Richmond, their hometown of Pittsburg, California. An herself), jumped in the water for a
regular course is over to the San all ages concert, The Mix promotes photo. “It was an incredible snorkeling
Francisco waterfront, around Angel a fun and positive way for youth in experience, but I don’t think I’d ever do
Island and through Raccoon Straits troubled areas to have a great time, it again. We saw sting rays that were
then back into Point Richmond. while helping to raise money for a huge! I’d rather snorkel where there
Stephanie has always loved sailing, positive cause. “Choze” was the event’s were pretty, little fish.“ After Mom set
and learned how at the OCSC in headliner, and is seen giving away CDs, the example, brave Antonio, age 8,
Berkeley. “It’s such a wonderful thing autographed posters and apparel. jumped in.
to do with family. Both of our kids are
very boat savvy, and Jackson is better
at handling the tiller than I am, ”she
says. Stephanie is especially fond of
this picture, taken by her sister-in-
law Dianne, an artist, who was along
for the ride that day. Dianne did
an oil painting of this photograph,
“which hangs over our fireplace,” says
Stephanie.

39

Lisa Wright
Special Accounts Producer,
Walnut Creek

Lisa is seen here celebrating her Bear River High School graduation by jumping out of a plane above Ogden, Utah. “I was really
nervous. It was really spontaneous - I went with a random friend from high school; it was totally fun. We did back flips - it was
totally a rush! We talked the guy into 50% off a second jump,” she said. The second jump, however was in the dark. “We could see
the lights of the city!” On the second jump, Lisa pulled the chute herself, a skill she learned on the plane, a few minutes before she
jumped. Lisa, ever the insurance professional, later questioned that decision, but only for a second. She says:“Game on! My next
project is base jumping!”
40

Meet Adam Cox. He’s Heffernan’s new Wellness Director. We also like to think
of him as our fitness guru. Adam graduated with a degree in athletic training
from Washington State University and spent the last 10 years as a professional
trainer before joining Heffernan. Since joining our team last year, he’s already
convinced many of us to give up the fried food, strap on the sneakers and start
leading healthier lives.
What is it about your background that got
you hooked on fitness? Tell the truth, were
you a chubby kid?
No I was a really small, skinny kid. I didn’t
break 100 pounds until I was 14 and was
one of the three shortest boys in junior high
school. There are many factors of why I got
hooked on fitness. I’m from a big family, and
sports and physical activity are the only way
to keep everyone from killing each other. But
my mom is the foremost reason. She got hit
by a drunk driver when she was 19 and the
accident blew out her ankle. She has had
over a dozen surgeries. I always thought
there should have been a better way to help
her and others like her.
What’s the biggest mistake
many people make when they decide
they want to start getting in shape?
Matching expectations with reality. When
you start, keep it as simple as possible
and set yourself up for success. The more
complicated it is, the easier it is to fall off
again. Start with the simple goals first to gain
momentum. I tell people to approach getting
into shape like a business. Set up a schedule
and goals. Schedule your workouts like you
would a meeting. And set goals: Daily, weekly,
and monthly. To lose 15 pounds (the magic
amount of weight loss for many women) you
have to lose one pound, then two, and down
the line before you get to 15. So 15 pounds
isn’t your first goal, one pound is.
You can’t eat healthy all the time. What is
your secret junk food indulgence?
Not at all, nobody can. I recommend to people
80/20. Eighty percent of the food you eat
should be healthy. The other 20 percent of
the time you can be human and have fun.
My indulgences, and they are not secret, are
beer and potato chips and red wine and dark
chocolate. For some reason, it’s the combos
that get me.
If you could create a
worldwide ban on one food,
what would it be?
It would actually be corn additives: High
fructose corn syrup, modified and unmodified
starch, glucose syrup and maltodextrin,
crystalline fructose, asorbic acid, and others.
They are the building blocks of processed
foods. Processed foods have stopped being
real food a long time ago and are now just
different ways to package the manipulated
corn molecule. Those corn molecules are
creating a world with an insatiable sweet
tooth and an ever-increasing battle with
obesity.
What do you say to inspire
people when they just want to buy a
bigger pair of pants and give up?
Actually, I don’t know a single person who
wants to really do that. And that has been the
start of many of my one-on-one meetings.
“I’m getting close to the next size up, what
do I do?” The answer is easy: Nutrition and
exercise. We set up a plan together with goals,
a schedule, exercise routine and nutrition plan.
I encourage participation by offering support,
follow through, and accountability and that
gets results. It feels good to feel good. Once
you get the ball rolling, motivation takes care
of itself.
Have people started living healthier
since you joined the staff?
A good example of the change is my first day
there was a box of doughnuts on my desk
with a note “Good luck, this is Heffernan!”
There were also weekly announcements
about doughnuts in the kitchens. Now we
order shipments of fruit and it disappears in
an hour! Not bad for a doughnut crowd.
I’ve met with about 150 people for one-on-
one sessions in the first four months since I’ve
been here and have had 100 attend one of
my seminars. Of course there is some overlap,
but that’s good participation. From a team
standpoint, there are two basketball teams of
10 guys each and two softball teams with 35
people on them. For the Avon Breast Cancer
Walk there were more than 20 women from
the different branches. Those are the best
turnouts we’ve ever had. We are also starting
a Heff Group cycling team to participate
in charity events. But the real differences
are the little conversations I have. People
checking in before workouts. Friends sharing
their workout programs with each other
and asking me questions, or talking about
nutrition and sharing recipes. I also get a lot
of emails asking about different products,
methods or activities to try.
Who’s more likely to seek
out your advice,
men or women?
Definitely women. They are more open about
getting advice. The old bit about men not
asking for directions is true with exercise as
well. There is also a large number of women
who have children and want to get their
bodies back. Men never experience that
radical of a change, so there is a different
motivation, attitude and process behind it for
women.
So how do you get men to listen? Reveal that
secret and women will admire you the world
over.
For most guys motivation to exercise comes
from one (or a combination) of three things:
1) vanity, 2) humility or 3) performance. With
men most of my conversations start with “I
can’t do this like I used to,” or “that hurts too
much to do anymore.” Take JT (John Tallarida)
for example. I trained his wife for eight
months before he got on board. The whole
time he was thinking he was already in good
shape. He didn’t need help. Then he saw the
progress that Louisa was making. He only
started training because she was going to be
stronger than him, if he didn’t start. Now they
41
are both in great shape, another win-win.
How often do you workout?
I separate my year into cycles to keep it fun
and prevent over-training. Right now it’s ski
season, so I am working out five days a week
and trying to ski as much as possible on the
weekends. But it’s not as easy as it used to be
with a one-year-old to look after!
What’s a typical workout for you?
It varies on the day and time of year, but there
are themes to it. I do dynamic warm up and
stretching/recovery at every workout. Right
now I do cardio three times a week. One day
I’ll spin, one day jump rope and go running
another day. Yoga 2-3 times a week and two
days of strength training.
What do you hope to accomplish over the
next year as Wellness Director for Heffernan?
I hope to integrate wellness into the business
philosophy and culture at Heffernan. We
all want to do well and feel well. If I can
provide an environment that encourages and
motivates people within Heffernan to thrive,
it’s a win-win.
 While the good old days of the three martini lunch have been replaced by
a lunchtime yoga session, the insurance industry is still no stranger to the
occasional adult beverage after work. We’ve compiled a list of Heffernan’s
top picks for each of our offices.

42

Walnut Creek Palo Alto Petaluma San Francisco Los Angeles

Maria Maria Palo Alto has Graffiti Cosmopolitan The Standard
mariamariarestaurants. happy hour right graffitipetaluma.com thecosmopolitancafe.com standardhotels.com
com in the office. Petaluma, CA San Francisco, CA Los Angeles, CA
Walnut Creek, CA Contact 707.765.4567 415.543.4001 213.892.8080
925.946.1010 John Tallarida, Branch
Manager, for more info
and drink specials at Orange
jt@heffgroup.com JT Schmid’s
jtschmids.com
Anaheim, CA
714.634.9200
 43

Chicago, Illinois Chesterfield, Portland, Oregon West Palm Beach, Plantation, Florida
The Tasting Room Missouri Macadam’s Bar Florida Smokey Bones BBQ
tlcwine.com Harpo’s Chesterfield and Grill Blue Martini & Grill
Chicago, IL harposchesterfield.com macadamsbarand- bluemartinilounge.com smokeybones.com
312.942.1212 Chesterfield, MO grill.com West Palm Beach, FL Plantation, FL
636.537.1970 Portland, OR 561.835.8601 954.474.3833
503.246.MACS
44

CONNECT! A Benefit for 13 Nonprofits
It was all in the name of charity for the
1,800 guests at CONNECT!, a benefit for
13 nonprofits, held at San Francisco City
Hall on Friday, May 2, 2008. Heffernan
celebrated its 20th anniversary as the
signature sponsor for CONNECT! The
event’s sponsorships, silent and live
auctions, and, raffle for a Toyota Prius
generated over $130,000, shared by
the nonprofits.
Guests enjoyed fine food served by Paula
LeDuc and danced to music provided
by Dunlap and Wilson—Dueling Pianos
from Las Vegas and a Bay Area favorite,
Dave Martin’s House Party. Theme rooms
and a swanky casino lounge highlighted
live and silent auctions ranging from great
wines to vacation getaways. For that “only
in San Francisco” flavor, CONNECT! offered
a “green” raffle prize, a Toyota Prius.
Heffernan Insurance Brokers teamed
with Friends of Infant-Parent Program
in San Francisco to organize this huge
event. Sponsors at the $25,000 level
included CompWest Insurance, The
Hartford Financial Services Group, and
OneBeacon Insurance, with over 30
additional firms providing additional
sponsorship funds.
45
Committee members from Heffernan
Insurance Brokers selected the nonprofits
to be supported by the event, including:
Bay Area Youth Centers, Christian Church
Homes, Collective Impact (Opportunity
Impact and Cultivating Impact), Dominican
Sisters of Mission San Jose—Vision of
Hope, EMQ Children and Family Services,
Goodwill of Silicon Valley, Jewish Family
and Children Services, Lincoln Child Center,
Presbyterian Churches of California,
St. Anthony Foundation, St. Mary’s College
Photography on pages 44 and 45 by Brad Shirakawa, Copyright 2008
of California, and Teen Challenge of
Southern California.
 Answer the phone and have fun.

www.heffgroup.com

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