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SA/NT Finalist
FABIO LUCANO, AON
How did you get started in the insurance broking profession? My sister suggested I move to the
where, because I had a good working relationship with an insurer, it meant that I had that relationship front of mind when discussing terms for a client, only to realise moments later that I was not, in fact, advocating as well as I could have been for my client. Another good attribute is having the ability to be yourself on all occasions. Being yourself is a powerful trait. It allows others to see you in a light that is true and real. Being yourself breeds confidence, and confidence has a way of increasing your performance. It’s the same in sport, if you can get your head right, your body often follows.
that, you’re just processing policies instead of truly advising. Resilience is also key. Things don’t always go to plan, claims get messy, markets shift, and you’re often caught in the middle. Being able to stay calm, adaptable, and persistent makes a big difference. And then there’s communication, being able to clearly explain cover, manage expectations, and push back when needed, all while maintaining trust. A good broker also knows when to listen more than talk. We’re here to advocate, but we can’t do that effectively if we don’t fully understand what matters to the client. What does becoming a finalist of the 2025 Young Broker of the Year mean to you? Becoming a finalist is a huge honour. It’s easy to get caught up in the day-to-day of broking, managing a team, organising renewals, and dealing with claims, so to have that work recognised at a national level is both humbling and motivating. For me, this isn’t just about individual achievement; it reflects the support of the people around me, mentors, colleagues, and clients, who’ve challenged me to grow and backed me along the way. It also represents the future of our industry. Young brokers bring fresh energy and ideas, and I’m proud to be part of a generation that is helping to shape what broking will look like in the years to come. Being a finalist gives me a platform to keep learning, giving back, and raising the bar for what we do. "A good broker also knows when to listen more than talk. We’re here to advocate, but we can’t do that effectively if we don’t fully understand what matters to the client.”
industry, so I applied for a broking support role at Aon. I didn’t get it. Then a month later, I got a call that another role was open, and it was mine if I wanted it. As fate would have it, my contract wasn’t renewed by my previous employer. Of course, I accepted, and so began my time supporting an AR and now close friend, Sean McCormack. Sean is to this day one of my closest allies in the industry. He treated me like a son for over 4 years, teaching me as much as he could. He made sure I was exposed to clients from the first day and that’s paying off now. What is the most important lesson you have learnt in your career so far? Luckily, I think the biggest lesson I’ve learnt in my career so far is something life was already teaching me, which is honesty. Whether it’s broking with insurers, speaking to clients or colleagues, or in relationships at home, honesty is key. We all make mistakes, but character is made in how we handle them. If you own a mistake, it shows you are mature enough to know sometimes they are unavoidable, and that’s important in gaining people’s trust. At the end of the day, that’s the game we’re in, trust. If clients trust us, we can make a bigger difference than we thought possible. What are some of the attributes essential to be a good broker? Something that I’m currently learning is that a good broker needs to be able to identify the difference between client relationships and insurer relationships. Naturally, I’m somebody who treats everyone the same and values the connections I build with insurers and clients alike. However, to be a good broker, I’m learning that we need to be able to segment these two relationships. There have been moments in my career
“At the end of the day, that’s the game we’re in, trust. If clients trust us, we can make a bigger difference than we thought possible.”
What does becoming a finalist of the 2025 Young Broker of the Year mean to you? Becoming a finalist has helped me with my self-belief. I think it's something many of us often struggle with; some call it imposter syndrome. Having gone through the interview process and hearing others tell me how they see me has been really humbling and encouraging. I was nominated for this award by Lachie - colleague, friend and last year’s winner – which was an honour in itself. I respect Lachie and can see the career he’s building, so the nomination was well- received and appreciated.
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