How did your journey into the insurance industry begin?
For me, it really started as a family thing. With my dad beginning his career as an insurance agent, I was always surrounded by the business growing up. Naturally, as I got older, I wanted to carve my own path and distance myself from it, but like many people in this industry will tell you—once you’re in the insurance ecosystem, it’s hard to leave.
After moving to California and finishing college, I got a call from Andrew Caldwell, who had just stepped into the role of president of Smart Choice. He offered me a position as a Territory Manager out West, and I decided to take the opportunity. That’s how it all began.
In your experience, what sets the most successful agencies apart from the rest? What are they doing differently?
A lot of it comes down to the individual. If someone has the determination and perseverance, they can go far in this industry—it really does reward hard work. But beyond that, I think the most successful agencies today are the ones that keep their processes sharp. They’re constantly evaluating whether they’re investing in the right technology, working with the right markets, and bringing in the right people. And most importantly, they’re making sure their teams are using those tools and resources effectively. It’s not just about having the right systems in place—it’s about knowing how to use them to drive results.
You mentioned the importance of investing in technology and building strong processes. How essential is it for agencies to adopt the new technologies emerging in the industry today?
It’s absolutely paramount—whether agents like it or not. You really must consider where the consumers are. People appreciate smooth, easy experiences, and they’ve come to expect them—things like quick digital quotes, seamless communication, and user-friendly platforms. Agencies need to make sure they’re delivering that kind of convenience and efficiency while still building strong relationships. It’s a balance. But looking at new technologies and exploring better ways to serve clients isn’t optional anymore—it’s essential, especially in such a competitive marketplace.
How can Smart Choice help new independent agents overcome obstacles? What do you see as our biggest advantage for them?
I think our biggest advantage is the same one that makes the independent agency model so strong: we’re not a one-trick pony. For example, out West—especially in places like California—we’re seeing real challenges in the personal lines market. What I like about Smart Choice is that we give agents the opportunity to branch out into other areas, like commercial or life insurance, without having to overhaul their daily operations. It’s a way to create more stability and flexibility, which can make a big difference in a tough market.
California’s insurance market has been especially tough lately, with carriers pulling out and rates rising. How can Smart Choice support agents working in states facing those kinds of challenges?
We’re definitely seeing it in California, especially in the property market. A lot of admitted carriers are pulling back or just holding onto what they’ve got, which makes it harder for agents to find good options for their clients. But that’s also created space for new players—like Insurtechs and non-admitted carriers—to step in with alternatives.
What’s great about Smart Choice is that we stay on top of these shifts. We’re constantly tracking the market and bringing in new products that agents might not otherwise know about or have access to. Instead of agents having to search for solutions, we’re putting those options in front of them—especially in tough areas like brush zones, where fire mapping is becoming more restrictive. It helps agents continue writing business, even as the market rapidly evolves.
How much of an impact have the wildfires had? What kind of damage have they done to California’s insurance market and the industry overall?
The wildfires definitely hit hard, but the impact hasn’t been the same across the board. Many carriers had already pulled back from writing a lot of the high-end homes in places like the Palisades, so their losses were a bit more limited. But the Eaton Fire hit a more affordable area—where more carriers were still actively writing, which caused significant damage for the industry.
On the other hand, some of the larger national carriers still had a strong presence in the Palisades, and they took a major hit. In fact, the damage was so bad it nearly drained the reserves of the California FAIR Plan, the state’s insurance backstop program.
That said, a few regional and mid-sized carriers remain optimistic about bouncing back and being profitable by the end of the year. So, while it’s been tough, it could have been a lot worse if the fires had hit more densely populated areas.