Can you tell us about your journey into the insurance industry and what led you to agency ownership?
At the time, I lived in California and was talking with a client whose son had gone to college and attended Freaknik. He had been in a terrible accident and became a paraplegic. They didn’t have uninsured motorist coverage.
I asked his mother why they didn’t have that coverage. They lived in a very affluent neighborhood called Oakland Hills, and she told me, “My agent never told me about it. I didn’t know about it. I certainly could have purchased it.”
At that moment, I knew that when I finished my career at State Farm as a litigation specialist, I wanted to become an agent. It was important to me that people have someone explain their coverage to them. A lot of agents don’t do that. They’re clicking buttons, but they’re not explaining.
I tell people that whether they purchase the policy or not, they’re going to understand the coverage. I go through each coverage with my clients and explain why they may or may not need it. Ultimately, it’s their choice, but I think it’s a disservice not to explain everything to them.
I can tell you what the other side could look like if you don’t have a certain coverage and something happens. You don’t need coverage until you have a claim.
What role does NAAIA play in creating greater representation and connection within the insurance industry?
The insurance industry has not traditionally been a place where many African Americans or persons of color have been well represented. At industry events, especially as an African American woman, you can sometimes count the number of people of color in the room. That can be an uncomfortable feeling.
NAAIA creates a different environment. You see people who look like you, who understand many of the same experiences as you, and who embrace you. You can speak freely, build genuine relationships, and have conversations with people from across the industry. It is refreshing to be part of an organization that is inclusive and supportive, and Smart Choice has also been a strong part of my professional experience and connection to the industry.
For me, NAAIA opened the door to meeting professionals from all over the country and throughout the industry, from agents to executives. Professionally, it has been a great networking and referral resource. Personally, I’ve built relationships with people I’ve stayed connected with throughout different stages of our careers.
It also exposes young people to career opportunities they may not have considered. Insurance is about so much more than claims and premiums, and NAAIA helps students and young professionals see the many paths available to them.
What have you learned from sharing your experience and expertise with other insurance professionals?
I mainly speak about becoming and growing as an insurance agent. Because I’ve been a captive agent, an independent agent, and a Smart Choice Territory Manager, I can explain the different paths available and what each requires.
People don’t always realize there’s more than one way to become an agent. My goal is to explain the various options and what it takes to build something sustainable.
After I speak, people often come up and tell me they’re considering becoming an agent and want to learn more. That’s what I want—to give people information they can actually use.
How can independent insurance agencies create opportunities for greater representation within the industry?
Independent agents have an opportunity to serve their communities in a very personal way. We understand our communities, how people communicate, their concerns, and the importance of trust.
An agent’s job is to provide honest guidance and help people understand what they’re buying. When you already have relationships and trust within a community, you’re in a strong position to do that.
But building an agency takes preparation. You need a business plan, a referral base, and a clear idea of what you want to accomplish. Building an insurance agency is a marathon, not a sprint.
How does being both an independent agent and a Smart Choice Territory Manager shape the way you support other agents?
The two roles work very well together because I understand what agents are experiencing. When they tell me they’re struggling with quotes, carrier access, marketing, or finding new business, I understand because I’ve experienced those challenges myself.
Having Smart Choice as a network benefit agents to have access to carriers, which is so important for agency growth. Independent agents can benefit from access to carriers, resources, and support. One of the things I appreciate most is that when I need assistance, I can speak with and see a real person. That personal support makes a difference in this business.
I can assist the agents think through practical solutions, whether that means developing a marketing plan, building a referral base, or getting more involved in their community.
Many agents are also building their agencies while working another job. I understand the time, cost, and effort that takes. Being a Territory Manager gives me the opportunity to use my experience to help other people build their businesses and pursue their goals, and that’s incredibly rewarding. Smart Choice was the best choice for me, and I have enjoyed being both an agent and a Territory Manager.
What advice would you give to someone looking to grow their career or build an agency in the insurance industry?
Network, but don’t just collect business cards—build relationships. Follow up with the people you meet and have real conversations.
For someone interested in becoming an agent, be clear about what you want to accomplish. Develop a business plan, identify your referral base, and understand that success takes time. Note a business plan should be visited and revised as needed.
Organizations like NAAIA give you access to people who genuinely want to see others grow. Take advantage of those opportunities. The person you meet could become a mentor, a referral partner, or someone who helps change the direction of your career.
I am thrilled to have Smart Choice as a sponsor of NAAIA.