How did you get into insurance?
Growing up, my father worked at an insurance agency. As a child, I would hear about his work and, through our conversations, I gained exposure to the industry. I began to evaluate potential career paths while studying at college. I knew I enjoyed speaking with new people, so I became attracted to various sales positions.
Leaving college, I took a producer role focusing on personal lines and small commercial at the Van Meter Insurance. A few months later, a spot opened on the large commercial team. I now focus on construction and manufacturing, as our agency has strong relationships to those communities.
What role does technology play in your work as an agent?
Technology keeps me organized and makes my prospecting more successful. Using Outlook to create accounts where I can attach notes and create reminders helps me to be effective.
Before the pandemic, I would physically drop my card off at offices to make introductions. Now prospecting has shifted. I rely more on web searches to identify opportunities and cold calling.
What advice would you have for a young agent just entering the industry?
It is a steep learning curve starting out as a young agent. At first, it can be intimidating. You are speaking with decisionmakers that are deeply knowledgeable about their business and can be two or three times as old as you. At the start, it can feel like you are fudging your way through. I found two things helpful when I started out: building mentor relationships within the agency and producer training offered by carriers.
Mentor relationships are invaluable. I was able to receive feedback and have an ongoing dialogue to brainstorm ideas and ask questions. If I had an important meeting with a prospective client, I could bring my mentor into the conversation, which would add credibility to our agency’s services as well as boost my confidence. My mentors were in similar positions when they started as young agents, and they have lessons learned from experience. Taking the time to learn from their missteps paid dividends.
Producer training provided by insurers is a great way to learn the fundamentals. These programs take the time to walk through specific coverages and help you learn the ins and outs of what you are selling. Often, they will have a sales training module where you can pick up a couple tips.
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