What first brought you into the insurance industry?
It all started right after college. I graduated from Central Connecticut State University, and my wife pointed out a job fair where Travelers was recruiting. I interviewed for an entry-level sales position in a call center, got my P&C license, and started selling policies. I did well, hitting commission bonuses and becoming a top seller. But when the call center shut down, I used the severance to get my Microsoft certifications and rejoined Travelers in agency automation.
I worked on Personal Lines systems for agents to access rating capabilities—back when we were still using floppy disks! Over time, I moved into IT architecture, supporting infrastructure for personal lines applications. But I missed working with salespeople, so I shifted back into a role where I helped large agencies connect with our rating system.
After moving to Florida, Travelers created a position for me, and I started working with national agencies to integrate with our system. Eventually, Smart Choice came into the picture, and I took on more responsibilities. When I took over the Smart Choice program, it grew from $40 million in premium to nearly $200 million. It was a fantastic experience, and the relationships I built along the way have been the most rewarding part. Now, I’m on the Smart Choice side, and it’s been an incredible journey!
You’ve clearly had a lot of experience building strong relationships. How important is it for a network like Smart Choice to maintain strong carrier partnerships—and what’s the key to making those relationships successful for our agents?
It’s absolutely critical. Carriers are the ones approving or denying agent appointments, so those relationships must be solid. For me, it’s all about understanding what the carrier is looking for and making sure the carrier understands what I’m trying to accomplish as well. When we’re aligned, we can match the right agents with the right carriers—and that’s where success happens.
It’s not about forcing a fit. If you try to pair the wrong agent with the wrong carrier, it just leads to frustration on both sides. I take a long-term view—it’s a marathon, not a sprint. We want both our carrier and agent partners to succeed because if either one isn’t thriving, the whole relationship suffers.
What’s next for you in this role? What are your goals moving forward?
Well, I’d love to make us the number one state in the U.S. But more than that, it’s really about supporting the agents I bring on. I want them to know I’m here for them every step of the way. I’ve already brought on about 16 agents—some are taking off quickly, while others are moving at their own pace. And that’s totally fine. I always tell them, “Your definition of success is yours, not mine.” I’ll match their pace and support them however they need.
At the end of the day, that’s what this role is all about—being a real partner for our agents. Whether things are going great or they hit a rough patch, they know I’m here to help. And when they succeed, we celebrate that together.
If you had to describe the ideal agent to join Smart Choice, what would that look like? And are there different profiles—like a brand-new scratch agency versus a well-established one?
Everyone would love to sign a top producer with years of experience starting their own agency, but for me, I really enjoy the challenge that comes with all types of agencies. Whether it’s someone brand new with no experience or an established agency with multiple offices, each one presents its own unique puzzle. And that’s where we come in—our job is to help solve that puzzle and find ways to bring real value.
That’s also the beauty of our contract. It’s one year, renewable—and if we’re not delivering value, they’re free to walk away. But if that happens on my watch, I take it seriously. I ask myself what I could’ve done differently and how I can improve.
At the end of the day, I don’t think there’s such a thing as a “perfect” agent. What matters is figuring out what that individual agency needs and determining if we’re the right partner to help them succeed long-term.
What qualities or attributes do you think set an agency up for long-term success—especially in making it through that critical first year and thriving by year three?
It really comes down to hustle and being proactive in your local market. The agencies that succeed are the ones out there building relationships—whether that’s with mortgage brokers, realtors, or even just walking into local businesses and striking up conversations.
Everyone focuses on social media, which is great, but don’t underestimate the power of old-school networking. Go to community events, knock on doors, and talk to other business owners. If your office is in a strip mall, find out who insures your neighbors’ businesses. The key is simple: if you don’t ask, the answer is always no.
And if you’re focused on commercial lines, there’s a huge opportunity in teaming up with contractors who are building out retail spaces. That one relationship with a contractor could open doors to many others—they likely know plenty of people in their field. That’s how your network grows. You just have to get out there, ask questions, and put yourself in the right places.