The Three C’s

Terry Payne has dedicated his career to fostering the growth of communities. From building a successful business and supporting his colleagues to contributing to causes close to his heart, his commitment is unwavering.

So, what changed after the lifelong insurance man sold his regional brokerage, PayneWest, to Marsh McLennan Agency (MMA) in 2021? At first glance: not much. Despite decades of hard work, the now 83-year-old opted not to retire. Terry continues as chairman in what is now MMA’s Northwest region, some 770 employees strong and serving northwestern states of Montana, Idaho, Oregon, and Washington.

Outside the office, Terry and his wife Patt saw a chance to expand on their work in the community. High school sweethearts from Great Falls, Montana, Terry and Patt married and started a family while Terry was still a student at University of Montana (UM). After he earned a business degree in 1963, they stayed in Missoula, where Terry started an insurance brokerage in 1972. By the time PayneWest Insurance joined MMA some half a century later, the Paynes were great-grandparents and PayneWest was one of the largest independent insurance agencies in the Western U.S.

Terry insists that his success is entirely due to the people and organizations he works with. To those who've worked with him, selflessness has always been a factor in his success. “For decades, our mission value statement has been Clients, Colleagues, and Communities,” he says.

For that reason, when PayneWest joined MMA they were the only partner Terry considered. “They're the only firm that I perceived as culturally reliable,” he says. “I wouldn't do it again with anybody else, but I would do it with them in a heartbeat.”

Following the sale, an advisor gave Terry a piece of advice that stuck with him: “Sometimes, people get more enjoyment out of giving with warm hands instead of cold hands.” In other words, give while you're still around to witness the good it does.

The Paynes already had some experience with philanthropy. Their first major gift resulted in construction of the Payne Family Native American Center at the University of Montana in 2010. The Paynes’ generosity has since extended well beyond Terry’s alma mater. He and Patt have donated to schools across the Pacific Northwest, including Carroll College, Montana State University (MSU), and Gonzaga University.

MSU President Waded Cruzado first met Terry Payne while fundraising for the university's American Indian Hall. The Paynes would donate to the project, but Terry was also so impressed by her leadership, he asked her to join PayneWest's board. Nearly a decade later, they remain friends, routinely exchanging ideas, book recommendations, and good-natured rivalry over their respective schools' football teams.

All the while, the Paynes have remained supportive of MSU. Just last year their philanthropy concluded the school's campaign to expand the facility that's home to Montana PBS.

“He wanted to have a positive impact on students, particularly those students that do not have the means of having a college education,” Cruzado says.

In fact, the bulk of the Paynes’ giving has been directed toward helping students pay for college. At UM, for example, they’ve established the Payne Family Impact Scholarship, which targets students with financial need, particularly those who fall through the cracks of Pell Grant eligibility.

At MSU, the Paynes support the Hilleman Scholars Program, which recruits students from Montana's agricultural areas; Montana's Own, a scholarship program for local undergrads struggling to complete a degree program for financial reasons; and the LIFE Scholars Program, which gives students with disabilities a chance to continue their education past high school.

For Terry, it's about investing the fruits of his success in a younger generation. “The future of our society, of our planet, and certainly of our business community lies in youth,” he explains. “You need to give them the tools, the intellectual thought—and heart—to do things the right way.”

From Cruzado's standpoint, Payne's philanthropy is consistent with his business leadership. “The passion he shows for education, the commitment he has for students’ well-being, it's the same passion that he has for the employees and the clients of his company,” she says.

Literally, it turns out. Within MMA’s Northwest region, he and Patt established the Payne Family Scholarship Program to help finance the educations of children and spouses of employees of the brokerage. It could be trade school, or a post-graduate degree. Either way, Terry Payne writes the checks himself.

“Terry's constantly thinking about the welfare of the people who work with him,” adds Gonzaga University President Thayne McCulloh. The Paynes support scholarship opportunities at Gonzaga for students who might not otherwise afford the private school. McCulloh notes that Terry routinely follows up to advise and support his partners in philanthropy, those working every day to make an impact. And with well over half a century of experience behind it, Terry's mentorship can prove especially valuable.

“He understands that the road to success sometimes comes with failures and challenges and with that knowledge comes a kind of wisdom and a perspective that helps you to think about the big picture,” says McCulloh.

Stephanie Goble, former director of nonprofit Mountain Home Montana, credits Terry's mentorship with inspiring her greatest success with the organization—the acquisition and renovation of a property to house young families. Though Mountain Home Montana helps up to 200 families a year who are experiencing homelessness, on any given day the organization might have 35 on its waiting list. Goble sought funding to keep pace. Terry's message to her: “Think bigger.”

Goble raised her ambitions and found a property that would double the number of families Mountain Home could help. But a competing offer meant she had mere days to raise enough capital to secure it. Payne put up the first half-million and pledged to double that if she could get other donors on board.

His challenge worked. Goble was able to raise enough to buy and renovate the property that will house young families on the way to self-sufficiency. Payne remained available to offer advice for anything from putting together an economic plan to hiring architects.

“That's unique, especially in a major donor world,” Goble points out. “Terry sees the human beings, not only the executive directors trying to guide the ships, but the clients who are affected by the work.”

True to form, Terry deflects credit for what has grown to be a long list of successes. “I've been fortunate, but our business is no different than anything else. You take care of your Clients, you take care of your Colleagues, you reinvest in your Communities,” he says.

But those three C's Payne has taken care of for so long want to give credit where it's due. When the Paynes spearheaded the movement to create a permanent home for UM’s 11,000 works of art, some wanted to call it the Payne Museum. Instead, Terry insisted the state needed a Montana Museum of Art and Culture. Today, portraits of Terry and Patt hang as a permanent reminder of the museum's modest benefactors.

“Terry doesn't give to get recognition. He shies away from it,” says UM President Seth Bodnar.

This hasn't stopped the university from bestowing him with top honors: a Distinguished Alumni Award, a Presidential Service Award, an honorary doctorate, and the Order of the Grizzly. UM even conjured up a new honor: the Terry Payne Catalyst Award to honor those who “embody the spirit of community service that Terry has exemplified throughout his entire life.”

Terry may not desire the attention, but he may appreciate how the award issues one more lasting challenge to others to, as he puts it, “answer the call.”

As Bodnar explains, “It's important that Terry is recognized so others see the tremendous impact that committed donors can have—to see what true civic leadership looks like.”