How did you get into insurance?
A close friend works in real estate. One day, when we were speaking, he began to tell me about his frustrations with insurance agents. These agents were never returning phone calls and were rarely transparent about the insurance-buying process. Sometimes, the miscommunication would be so damaging that it would terminate the deal or delay the closing. I saw this as an opportunity to be an insurance agent who could fill this gap in the local market.
I had a background in sales, selling aftermarket accessories for vehicles as well as managing many of the dealership’s day-to-day operations. After learning more about insurance, I quit my job at the dealership and earned my license. For the first few months, I worked for an agency and learned the business. I began helping individuals in the commercial and marine fields. I am passionate about the ocean, so this was a natural area of interest. After serving several clients, these areas became a niche and my specialty.
I opened my own agency in July of 2018. We pride ourselves on responding to clients in a timely manner and working to meet their needs. I have 12 people between sales and support, currently working across two offices.
Can you speak about how technology is supporting your growth?
We are working to build a strong foundation. My goal is to keep my producers driving new business, rather than completing paperwork. In turn, we have invested heavily in technology. We leverage commercially available AMS and CRM platforms. Both systems integrate with each other, which can cut down on redundant data entry and increase transparency.
Our agency can have over 100 different deals we are working on during a normal week. Our AMS and CRM platforms ensure that we can oversee each of these workstreams and that we are keeping up with the quotes and making ourselves available to our clients.
We don’t use any of the lead generation functionality available in our software. For us, it is all word of mouth. We develop close relationships with industry partners by treating them and their clients with kindness, respect, and the real follow-up that many agencies these days seem to struggle with.
Can you speak about your relationships with underwriters?
As a newer agency, we work closely with wholesalers. Over time, we’ve been able to get more direct carrier appointments with those we do the most business with. Our goal is to make sure we are not wasting our underwriters’ time. When we are competing for a client’s business, responsiveness matters. In turn, ensuring a complete application can be a competitive differentiator, allowing us to provide a quote to our clients faster.
We primarily communicate over email. We do have cell phone numbers of our underwriters, so we can quickly address any questions that arise.
What advice do you have for young producers in the industry?
Not too long ago, I met another young agent who works for an agency that was recently acquired. The company has promised growth opportunities but has failed to deliver. I talk to a lot of young agents who are underappreciated and overworked. It is important to recognize that you will have good days and bad days, and you cannot win every client. Sometimes taking a risk of joining a new agency or starting your own is worth it. You may be happier.
Effective client management is crucial to operating a strong business. Unfortunately, we have had to fire clients. If we did not end our relationships with those clients, they would have run us dry. For any relationship, respect is crucial.
I am a big believer in networking. My network has given me access to more resources and advice, and I am tremendously grateful. Don’t be afraid to take someone for a drink or meet someone virtually via LinkedIn. I recommend not doing what everyone else is doing. Find ways to set yourself apart and keep working at it.
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