Building Dreams in Insurance: A Q&A with Tony Davis

What inspired you to pursue a career in the insurance industry, and how did you get started in this field? 

I’ve always loved math, and when I was in college, being an actuary was known as one of the highest-paid, most stable jobs available. So, I decided to pursue that path. 

After finishing my education, I was set to enroll in Georgia State University to further my studies in actuarial science. However, on my way to Georgia to enroll, I received a call about an interview for an associate position at Travelers’ call center. 

I drove up for the interview, got the job offer, and decided that working in insurance was more appealing than continuing to study to be an actuary. That’s how I ended up in the insurance industry. 

What led you to join Smart Choice, and how did that transition come about?

I learned about Smart Choice while working as a company representative for Unitrin. My sales manager introduced me to Smart Choice, a group we had recently joined.  

In my role with Unitrin, I collaborated with Smart Choice and the state director at the time, Jim Gross, to onboard and train agents.

After about two years of building this relationship from the company side, Jim approached me with an offer to join Smart Choice as their marketing director. I accepted the offer, and since then, I've remained dedicated to Smart Choice. 

What aspects of Smart Choice do you find most appealing?

What I enjoy about Smart Choice is the opportunity to assist individuals in achieving their dreams. I find fulfillment in applying my expertise to support them as they establish and operate successful businesses. Witnessing their progress and knowing that I've played a part in their achievements brings me deep satisfaction.

I strongly believe that by helping others attain their goals, one ultimately finds fulfillment and rewards in return. This is what motivates me and drives my passion for what I do at Smart Choice every single day.  

Can you share some stories about your favorite agency clients you've assisted and their reactions to your support?

The people I enjoy working with the most are those who genuinely appreciate our support. I love assisting individuals who may not have extensive knowledge about insurance but are eager to become insurance agents and start their own agencies. These are the clients who truly value the expertise and guidance that my team at Smart Choice and I provide. 

I find the most fulfillment in working with those who are like sponges, soaking up every piece of advice and assistance we offer.

One such example is Claudia Valencia. She began as a customer service representative and captive agent. After deciding to start her own agency, she reached out to me for support. Today, she operates four locations and manages over $10 million in business.

Helping clients achieve such remarkable success is incredibly rewarding and is what I enjoy most about my work. It's these success stories and the appreciation from those we've helped that bring me the greatest satisfaction. 

Do you find it easier to compete against other networks and clusters because Smart Choice offers more favorable contract terms for agencies?

I firmly believe that the Smart Choice Agents agreement is the most agent-friendly network contract available. I am familiar with what most other companies and networks offer, and I truly believe Smart Choice stands out. We don't require any upfront payments, and we don't charge fees or dues. Our model ensures that we only share in the revenue after we've helped an agent generate it. 

This approach allows me to honestly tell agents that I'm in the boat rowing with them, not standing on the shore shouting, "Row, row!" If I can't help them generate commissions, neither of us benefit. That's why I make myself as accessible as possible, taking calls after hours and even on weekends.

Their business is my business, and I strive to be available whenever they need support. 

If you had to pick one golden rule that you believe has significantly contributed to your success, what would it be? 

I’d say the golden rule I follow is treating everyone equally. When it comes to answering calls or visiting agents, I don't prioritize based on whose name pops up or the size of their agency.

While I may offer more assistance to some agents who require additional support, I strive to treat everyone with the same level of respect and attention. Each agent has their own unique needs, but I make it a point not to play favorites.

I genuinely enjoy working with all 345 agents in our Tennessee program, and maintaining this level of equality fosters stronger relationships and contributes to my overall success. 

What advice would you offer to newcomers entering your position, such as state directors or territory managers, based on your experience? 

My advice to newcomers, like state directors or territory managers, is to be yourself, always tell the truth, genuinely care about what you're representing and who you're working with and treat the role as if it's your own business. When you approach being a state director with the mindset of running your own business, it translates into effectively helping agencies run theirs. 

One piece of advice that has always stuck with me came from my father. He told me,

"Son, someone will always be smarter than you, but don't let anyone outwork you."

I live by that philosophy, knowing that I might not be the smartest person out there, but I will work as hard as I can and give it 110 percent. 

What do you believe is the 'secret sauce' that makes an agent successful, particularly those involved with Smart Choice? 

To be a successful agent, you need to have a plan. Simply obtaining a license and opening an office won't lead to success. You need to establish referral sources, monitor your successes and failures, and learn from each experience. It's important to recognize that not every day will be a success. 

Remember, it's a marathon, not a sprint. I advise agents to focus on making steady progress, understanding that it will take time to achieve their goals. By consistently doing the right things every day, success will eventually come more easily. 

I always tell agents, "If you don't plan, you plan to fail." It's crucial to make a plan, follow it, and adjust as needed along the way. By doing this, you'll reach your goals. 

Have you had to overcome any market challenges in Tennessee?

We're currently facing market challenges. While we haven't encountered specific market issues unique to Tennessee, we've certainly dealt with broader market struggles. My background as a former company representative has highlighted the importance of maintaining strong local relationships with our carrier partners, and these connections are crucial when times get tough. 

During challenging periods like the one we're experiencing now, I rely on my relationships with company representatives to help navigate through difficulties and reassure our agents. These relationships are vital in overcoming the challenges we face and supporting our agents through tough times. 

What does the future look like for you and the insurance industry in Tennessee? 

In Tennessee, we've reached a point where we need additional resources to continue growing and supporting our agents effectively. I plan to bring on one or two more team members to help maintain close contact and collaboration with our agents. We continually monitor our performance and strive to keep growing. Currently, we are the third largest state in terms of our program, but we aim to become the second largest.

We're very competitive here; if we're number three, we want to be number two, and if we're number two, we want to be number one. We keep setting and hitting new goals, and we remain focused on moving forward without taking time to rest.