The work-home connection

Unlike those who take their work home with them, John Barsanti takes his home to work.

There is no other way for the owner of John S. Barsanti Insurance Agency, a Farmer's Insurance Group affiliate.

Barsanti has owned the business for 17 years, but he bought it from his father, Al, who owned it since 1977. Barsanti Insurance has been in Reno for 30 years, Barsanti's brother Bob was once an owner and his sister Linda still works for the business. And his office is near his parent's house, a move he instigated so his father could continue working as long as he wanted.

"My dad retired in 1993, for about a half a day. Then he worked with me until 2007. He always sold insurance. He never talked to me about going into the business, but we were always very close. After college my dad said 'Go learn something,' so for four years I worked in banking. Then I asked him, 'Are you ready yet?' and he said, 'Yes,'" Barsanti says.

The sudden death of Barsanti's father remains an emotional subject for Barsanti, and it helps explain why family is so important to him and his wife, Romy.

"We are such a close-knit family. Mom is 83; dad died two years ago. I'm more like my dad everyday. I spend all my time with the kids and my wife at home. I go home and the computer is on; I'm always working. It does take an enormous amount of my time, but I don't let it engulf me. Everybody always says 'I've got to get caught up' but my dad said if you're ever caught up, you're done," he says.

And done is something Barsanti is not.

Since taking over the business, he's increased the number of policies he represents from 1,600 to 4,500. Despite the rise of Internet sites that market policies, he's managed to keep his attrition rate very low.

One tool he uses: Barsanti has a station in his office where kids can get their picture taken and parents can burn a CD upon which they record their child's information so they have it in case their child goes missing. Barsanti offers it free to his clients.

Despite his success, the business is not without its challenges.

"My biggest frustration is my son is 6 and all he understands is Geico," he says. "If people would sit down and listen to a professional ... But people go for the money. I get it. But they come back. Insurance agents give the best advice outside of a lawyer. But people view us as one step above a car salesman."

Barsanti is working to change that perception.

The job of his sister, Linda, at the agency is reviewing auto policies to make sure clients are getting all the discounts they are qualified to receive. His staff spends two days a week dedicated to reaching any person whose policy is up for cancellation. Losing a policy isn't his concern; making sure his client knows what is about to happen is.

He's also focused on giving a hand to people in need.

In September, Barsanti organized an event to provide a coat, gloves, scarf and hat for every student at Glen Duncan Elementary. All Reno-area Farmer's agents, along with other businesses, participated in the event. The children were also treated to a barbecue lunch and a T-shirt emblazoned with their school's mascot.

"We cooked 1,200 hot dogs that day," he says, laughing. "They are great kids. And they are very, very underprivileged. The school has 100 percent free or reduced meals. The kids eat breakfast, lunch and dinner there, and there are 450 kids in the school.

"You know, I was born here, and I don't remember school being that tough; I had a coat. These kids are so proud. Some don't even own a toothbrush. I have a 6-year-old and a 2-year-old. When you see through their eyes, you have to help."

His desire to help, plus his competitive nature, made insurance the right fit for Barsanti. He admits that while he is always happy to win a client away from another company, it's more important that he and his staff always take the high road.

"I love Reno, the small-town thing, seeing people you know. It makes me really responsible to my clients. Every night when I go home, I look in the mirror and I have a clean conscience. If you can look yourself in the eye, you're OK.

"I tell my people 'Do it right. We do it right the first time,'" he says.

Family man

Who: John Barsanti

What: Owner, John S. Barsanti Insurance Agency

Family: Wife, Romy. Son Elio, 6, daughter Gianna, 2.

He says: "Every night when I go home, I look in the mirror and I have a clean conscience. If you can look yourself in the eye, you're OK."