Running an insurance agency requires flexibility and agility. Yet, some standards are simply nonnegotiable. That was certainly the case when Jacqueline (Jackie) Morgan vetted insurance networks for her business, The Castle Insurance Agency. She was pleased to discover that Smart Choice delivered on her entire “must-have” list – without compromise.
Rising Through the Ranks
Before opening her own agency, Jackie spent 11 years working at a major carrier. She started as a homeowners insurance sales representative and quickly rose through the ranks, working in many roles. Eventually, she transitioned into commercial insurance, and rose to the position of commercial sales manager.
“I learned a lot during my time in Commercial,” she says, before realizing she had enough experience to go out on her own. “I developed confidence in myself and talked to other people that have launched their own businesses.”
A List of Non-Negotiables
Jackie knew enough about insurance to understand the importance of having strong markets. To make it on her own, she would need carrier access, and a network could give it to her. However, not all networks are created equal, and she was adamant about finding one that met her needs.
“You have to make sure you’re partnered with a network that will support you, and that you’re aligned from a value perspective,” Jackie says.
Owning her own book of business was her first non-negotiable requirement. The ability to sell and service her own book of business was another area in which she was not willing to budge.
In past roles, she’d learned the value of customer retention, and she wanted to take a hands-on approach. “You can’t grow effectively if you can’t use all the levers and tools at your disposal to grow your business and retain your clients,” she says. “So that was also a big deal for me.”
She also needed to maintain existing partnerships. “I wanted to work with a lot of the partners that I have worked with for a long time, whose products I already know inside and out,” she says. “That was also something that was really important.”
Finding The Perfect Match
Finding an insurance network that checked all the boxes took some work.
“Some of the other networks and aggregators seemed very micromanaging,” Jackie recalls. They set strict rules for the goals their agents needed to achieve, and the steps they would take to get there. Jackie, on the other hand, wanted to forge her own path.
“I needed a network that would support the direction I set – a true partner that would help me and help me achieve my plan,” she explains.
After meeting with multiple companies, Jackie determined that Smart Choice was hands down the best option. “I had my list of non-negotiables, and they were able to meet and exceed every single one of them, and then some,” she says. “Smart Choice was able to do all of those things and really give me the flexibility to grow my agency in the way I wanted to grow it.”
Navigating A Big Transition
Jackie was confident that she was making the right career move, but it was still hard to close one chapter in her life so she could start a new one. Her colleagues were also sad to see her go. “They made me this scrapbook that had personal notes, memories and pictures. It was just amazing. And they threw me a surprise party, and people that I hadn’t worked with in over five years were there. I am so grateful for all that I learned during my time there.” she says.
It’s been a big transition to leave that team camaraderie. “It’s just me right now,” she says. She plans to bring on staff as she grows her business, but in the meantime, she’s doing everything herself – with the support of Smart Choice.
“The Smart Start program is phenomenal,” she says, adding that she uses it for both personal and commercial lines business. The program frees up time so she can focus on acquiring and retaining clients instead of getting bogged down with administrative tasks. “It gives me the confidence that if I make a little mistake, they’re going to catch it. So, I have less worry about.” As a small business owner, reducing her exposure is a big win.
I needed a network that would support the direction I set – a true partner that would help me and help me achieve my plan
The Agility to Capture Any and All Opportunities
Some risks are hard to place, and commercial lines can be particularly challenging. Thanks to the support of Smart Choice, Jackie never turns prospects away.
“With the commercial Smart Start program, you gain the expertise of insurance professionals within the carrier’s national sales center,” she says. If she isn’t sure on how to approach a coverage detail, they will happily provide the expertise and second set of eyes she needs. “That support is amazing.”
Broad carrier access makes it easier to find coverage for even the hardest-to-place risks. Thanks to this combination of access and support, she’s been successful in winning some big clients.
Roger Gill, a state director at Smart Choice, is one of the experts Jackie turns to when she needs assistance. However, Roger won’t take credit for her success. “We are here to support her and help her in any way that we can in all of our programs and all of our services within those programs,” he explains. “However, she ultimately does all the work and creates her own pathway to success.”
Are you ready to see how Smart Choice can help make your journey easier? Learn more about becoming an agency partner.