What first drew you to the insurance industry?
My journey in the insurance industry began in 1987, right after I graduated from college with a degree in psychology. Although I initially planned to pursue a career in that field, I needed a job and applied to MetLife, then known as MetLife Property and Liability Insurance Company. I started as an underwriter and have been in the insurance industry ever since.
For about five years, I worked as an underwriter, gaining a solid understanding of personal lines insurance and the claims environment. After that, I transitioned to the sales side, becoming a local marketing rep for MetLife, working with independent agencies in New York for about 10 years. Later, I co-founded the national account division at MetLife Auto and Home, targeting networks, aggregators, and large multi-state agencies. That’s when I first got involved with Smart Choice back in 2003. It was one of our first contracts, and it turned out to be incredibly successful.
I worked with Smart Choice for 17 years before moving to the agency side when MetLife was sold to Farmers and Foremost. This transition happened about three years ago, leading me to where I am today.
What are your responsibilities in your role at Smart Choice?
In my current role, which has evolved over time, I manage carrier relationships for personal lines. I also collaborate closely with territory managers and state directors across the country. Initially, I joined Smart Choice to support our acquisition strategy for partners, but my focus has since shifted more toward managing carrier relations and engaging with territory managers.
Do you have a key piece of advice or a 'golden rule' that you commonly share with your territory managers and state directors?
My key piece of advice is to fully leverage all that Smart Choice has to offer. With over 20 years in the industry, I’ve worked with many networks and aggregators, gaining a deep understanding of their business models. Compared to other contracts, Smart Choice’s agreements are much more user-friendly and agent-centric. Our culture is all about mutual success—we’re here to support your growth, not to control your business or claim ownership of your customers. When talking to territory managers and state directors, I remind them that they are partnered with one of the best in the industry.
We have a highly experienced leadership team at Smart Choice, with a blend of carrier and agency backgrounds. This mix, combined with our team of over 80 territory managers, sets us apart as a top-tier network.
Moreover, our portfolio is unmatched. Before joining Smart Choice, I was amazed by the breadth of services we offer, from personal and commercial lines to ancillary lines, life insurance, marketing support, and discounted programs. With resources like Smart Start for handling commercial or hard-to-place personal risks, we provide a comprehensive package that I believe is unparalleled in the industry.
What sets our contracts apart and makes them more attractive compared to our competitors?
What sets our contracts apart is that there are no joining fees, and you retain ownership of your customers and their renewals. While we retain the code, you keep your business if you decide to leave. Our approach is very agent-friendly; we don’t tie agents down, and if they have markets outside of Smart Choice, they can keep those as well.
We offer top-tier compensation and a leadership program where agents can earn 100% of the commission. Additionally, we provide profit sharing for our top performers and give agencies access to a wide range of markets, from ultra-preferred to nonstandard, as well as excess surplus lines and express markets. Our contracts offer a broader scope compared to our competitors, who are generally more limited in their offerings.
Given your experience maintaining strong relationships with carriers, what advice would you give to independent agencies and agency owners to help them build and sustain their own relationships with carriers?
My advice is to honor the commitments you make to carriers. When they grant you direct access and provide you with codes, they’re placing their trust in you to engage, quote, and write business with them.
Regular communication with your carrier reps is also crucial. Their needs and preferences can shift, and staying informed about their current appetite will help you align with their expectations and succeed long-term. Having experienced multiple market cycles, from hard to soft, I’ve learned that understanding and adapting to these changes is key.
At Smart Choice, we focus not only on managing growth but also on managing profitability with our carriers. We aim for long-term, sustainable relationships, and we want to maintain our core carrier partnerships for many years to come.
What does the future hold for you and your role at Smart Choice?
I’d like to continue supporting our core carrier relationships across the country and expand my role in assisting our field management staff. This includes helping with training, utilizing Salesforce, and managing agency engagement, travel, and visitations. I want to continue contributing to our growth and success.