How did you get into insurance?
Like many folks, I stumbled into the insurance industry. Prior to V.R. Williams, I had no experience with or any ties to the industry. I joined an agency in my hometown as I was finishing college. I began to work as a commercial lines producer, specializing in manufacturing as well as specific types of auto risks.
We are based in a rural area in Tennessee, where everyone knows everyone. It was important to grow my geographical footprint beyond our small town. When I began, I worked hard to validate my professional reputation and targeted specific industries outside of our immediate community.
What makes a carrier great for a young agent?
For a young agent, having someone to call is invaluable. I may be a little old school, but I still believe in picking up the phone. Email and text are valuable tools, but when it comes to business, verbal interaction is highly efficient and creates stronger relationships between the underwriter and agent. Carriers that focus on building a strong relationship between our team, the territory manager, and the underwriters make my job easier. I write much less business with the carrier that assigns “virtual territory managers” than the territory manager that drops by in person.
Most are familiar with an opportunity that is extremely time-sensitive or may be nuanced. I’ve found that is easily explained through a discussion, so having a responsive carrier partner can help me win business. Additionally, an underwriter that can think outside of the box can be very helpful in the process of writing business with a carrier.
Ultimately, it comes down to creating a strong client experience. In turn, if the process is straightforward, the carrier is easy to do business with, and the price is competitive then I am likely to quote business with them.
How do you approach your work as an independent agent?
As insurance agents, our primary job is to protect the clients we serve. Some consumers may be attracted to low-cost alternative solutions—that is okay. As young agents, we need to focus on asking the right questions to determine the client’s needs. I strive to be an advisor, helping educate my clients as they grow.
We care about making the strongest client relationship possible. Strong client relationships can be built by providing excellent service and advising our clients as they grow and change. When a client calls, they are either needing to make a change or having a very bad day. Empathy and guidance during these times is where client relationships are bonded.
Technology has improved this in some ways, while in other ways, it can make the interaction less personal. The industry should see technology as tool, and if that tool helps to fix a problem or grease a sticking point, then let’s use it. A great example is having technology that allows easy access of certificates of insurance. There is no reason why this should be a challenge for clients.
Add new comment