How did you begin your journey into the insurance industry?
After two years in law enforcement, I was ready to settle down and buy a home in Waseca, MN. However, it quickly became clear that a one-income household would make homeownership difficult. I needed a second source of income to cover the down payment and the bills that come with owning a home.
During my search for homeowner's insurance, I contacted an agent who, unexpectedly, offered me a part-time job as an agency producer. What surprised me even more was that I had given him a speeding ticket just a few months before!
I continued my night shifts while studying for my insurance license during the day. After two and a half years, I found I was making more money in insurance than I was working as a police officer.
When I made the switch to insurance full-time, I noticed my friends were much friendlier when they waved at me—using all five fingers instead of just one!
Now, after 45 years in the industry, I can confidently say it was the best decision I ever made.
What led you to Smart Choice?
I spent the first 28 years of my insurance career in the captive agency world, which felt stable and comfortable at the time. However, I soon learned that some agents viewed me as competition, not as someone to help, which made fitting in difficult.
Despite that, I took the advice given to me and began telemarketing, visiting prospects, and selling insurance six days a week. Over 23 months, I sold 921 P&C policies and 74 life policies, surpassing the average agency's production.
After two years, I joined a management team where I worked across several departments, including claims, underwriting, and sales management. In 2009, after over 20 years in the captive agency world, I transitioned to Smart Choice in Minnesota.
Since then, I’ve been passionate about recruiting and helping salespeople find success in this challenging industry. We expanded into Wisconsin and Iowa in 2010, and the rest is history.
What aspects of Smart Choice do you find most appealing?
For me, Smart Choice is superior to other networks for several reasons:
- Ownership: Smart Choice never takes an ownership position in your agency. You own every policy you write from day one, and there’s no non-compete. If or when you decide to leave, you can take your clients with you, and Smart Choice will even help find a buyer if needed.
- No Fees: Many networks charge entrance, maintenance, and exit fees. At Smart Choice, we don’t burden agents with these costs.
- Unlimited Commission Splits: You have the potential to keep 100% of the commissions you earn.
- Carrier Flexibility: Smart Choice only takes a split from the carriers you use through the program. You can continue to write with carriers you had before becoming a partner as well as continue to add outside carriers on your own without sharing profits, promoting true independence.
- The Number of Member Agencies: A larger network provides greater leverage with carriers and vendors. While preserving your independence, joining a strong network can help secure higher commissions and additional incentive compensation beyond New and Service Commissions. At Smart Choice, the collective strength of over 10,000 agency members offers significant negotiating power with carriers.
Ultimately, the freedom that Smart Choice offers is unparalleled. You have the autonomy to grow your business in all 50 states, and the support to compete effectively.
What do you consider to be the key to success with Smart Choice?
Success, in any part of life, boils down to two things: skill and effort. You can give someone the tools and skills they need to succeed, but the other 50%—effort—depends on them.
At Smart Choice, we provide agents with the tools they need, such as formal marketing processes, lead generation strategies, and data-driven approaches to quoting.
But just like in any profession, consistency, attention to detail, and focusing on the right processes are what drive real results. It’s not just about hard work, but about having a clear vision, using proven strategies, and being part of a network that invests in your future.
As a dedicated or exclusive agent, you already know how to succeed. Transitioning to an independent agent role will still require those skills and effort, but you'll be navigating a new path without the backing of a major carrier.
Can you do it alone?
Some do, but most partner with a network to help with startup costs, gain access to markets, receive training, and get support with systems to set their agency up for success.
With the hard market impacting agencies right now, what are some key things they should be thinking about?
Many agents are feeling the pressure from losing carriers and dealing with double-digit rate increases, with some even considering selling their agencies.
However, I tell them to stay patient—if you push through these challenging times, significant income growth is likely over the next few years. Rates are rising, and those who stay in the game could see their commissions increase, possibly even double.
Every carrier is increasing rates, so this is an opportunity, not a crisis.
Fractional positions are also gaining traction, particularly in insurance. Roles like fractional CFOs, CMOs, or IT specialists offer agencies access to highly skilled professionals without the cost of full-time staff.
We're also seeing virtual assistants, AI tools, and IT resources help agencies scale in new and efficient ways. I believe this is the future—leveraging fractional support to stay competitive and grow efficiently. Smart Choice is positioned to help agents fully capitalize on these opportunities.
How do you view the future of the insurance industry and Smart Choice's role in it?
Each era in human history has been marked by innovation, and we are now entering the age of artificial intelligence.
Agents must embrace this technological shift, and smaller networks may struggle to keep up. They simply won’t have the resources to provide agents with cutting-edge tools like raters, management systems, and lead generation sources.
As the industry evolves, agents need support to expand across state lines and quickly enter new markets. Smart Choice provides that support with its extensive resources and scale, offering access to systems that smaller networks can’t compete with.
This makes having a strong partner like Smart Choice crucial for success.