Daniel White started SSW Insurance Agency in December 2019, with no idea of the challenges 2020 would bring.
Launching an independent agency is never easy, but it’s especially challenging during a global pandemic, lockdowns and an increasingly complex Florida insurance market. Nevertheless, White managed to overcome challenges and achieve impressive agency growth by leveraging smart agency network support, believing in himself, and quickly adapting.
Choosing a Dual Career
Many people simply fall into careers in the insurance industry through other opportunities, but White chose his career path intentionally. When his daughter was born in 2004, he knew he needed an opportunity that would enable him to earn a good living and advance without the benefit of a college degree. While exploring several promising options, he interviewed three people: a Ford dealership manager, a State Farm Insurance agent, and a Century 21 real estate agent.
After conducting those interviews and thoroughly exploring the ins and outs of each opportunity, his decision was made.
“I decided that real estate and insurance would go hand in hand, and I’ve never looked back”
– Daniel White
Starting an Independent Insurance Agency
White had an ambitious plan to start a dual career as both a real estate agent and an insurance agent, but first, he needed to get some insurance industry experience. He spent a significant amount of time working for another agency observing what worked and what didn’t, and making a list of everything he did and didn’t like about the existing agency.
When he decided to branch out on his own, he made a list of everything he liked about his existing agency. Then he made a list of everything he didn’t like.
This methodical approach gave him a strong foundation for conceptualizing the agency he wanted to build, but it still took a lot of hard work to bring his vision to life. In the early days, he spent eight to nine hours a day making calls, sending emails and laying the groundwork for the agency’s success.
Bumps in the Road
Although White thoughtfully developed and executed his plan, he still hit a few bumps in the road. During the pandemic, White had to give up his tiny office and switch to working from home. However, that wasn’t the biggest obstacle. Like many new agency owners, he quickly discovered that gaining carrier access was nearly impossible – even when you have ample insurance experience. “I knew all my marketing reps and had great relationships with them, but none of them would appoint a new agency like mine,” he explains.
He began searching for different ways to get the carrier access he needed, and thankfully, a solution soon presented itself.
"When I came across Smart Choice and I saw what they could do for our business, there were clearly a lot of advantages”
– Daniel White
During a meeting with Emily, his local territory rep at Smart Choice, he learned about all the doors Smart Choice could open for him.
Finding Success
White isn’t afraid of hard work, but there’s only so much one person can do alone.
In addition to providing access to a broad range of carriers in all insurance lines, Smart Choice helps take some of the work off White’s plate so he can focus on marketing, prospecting and running his business. “The tools that I’ve received from Smart Choice have helped me out tremendously,” White says.
The relationship with Smart Choice has been especially important in the Florida property insurance market. With current market challenges, White often needs to submit client applications to numerous insurers in the state, and, with a dwindling number of carriers accepting business in Florida, and the limited capacity of those who are accepting business, it’s helpful to have an influential network in your corner. Fortunately, Smart Choice paves the way, making it easier for SSW to find solutions.
“Smart Choice has relationships with the key companies that we need”
– Daniel White
While many agencies in Florida are struggling, White has managed to significantly grow his operation with Smart Choice on his side. The agency now employs four licensed agents, including White, and they’re all consistently productive – a milestone that makes him proud. With the other agents focusing on prospecting, White now has more time to focus on empowering team members and achieving his agency’s goals.
Looking Forward
While White is enjoying his success, he’s not taking it easy. Currently, a large portion of his business comes from homeowners insurance. “We work with multiple investors, so we do a lot of ground-up construction policies, as well as a lot of vacant fix-and-flip homes. We also work directly with general contractors, making sure their liability insurance is in place,” White explains.
Commercial lines expansion is the next logical step for 2024. As White explains, “Some homeowners clients are also business owners. Some of them need life or flood insurance. Some of them may be truckers, or they may want to get their general contractors license. Whatever it is, we want to provide their insurance.”
Without network support, trying to offer everything might be impractical. However, with Smart Choice, White can get the carrier access and back-office support he needs to serve his clients.
“I need Smart Choice. They work with me and provide the resources I need to add more agents and open more agencies”
– Daniel White