Q&A – Emily McCall
Territory Manager, Florida
What do you highlight when speaking with prospective agents about Smart Choice?
Smart Choice offers one of the most agent-friendly contracts in the industry. One of the biggest advantages is that our model is non-exclusive. If an agency already has strong relationships with some of our carrier partners, that is perfectly fine. We are there to complement what they already have, not replace it.
I often describe Smart Choice as another tool in the agency’s toolbox. We fit in wherever they need us. That could mean access to one or two middle market commercial carriers or a much broader range of markets. Either way, we plug in where it makes the most sense for their business.
For new or scratch agencies, the relationship piece is especially valuable. Through Smart Choice, they can access carriers that might otherwise decline them if they applied on their own. As territory managers, we can help introduce those agencies to carriers and build a strong business case on their behalf.
That support benefits both sides. It helps the agent grow while giving carriers confidence in the partnership.
What are some of the toughest questions you get from prospective agents, and how do you address them?
One of the most common questions I get is, “What’s in it for Smart Choice?” especially when we are talking about the Express Markets program.
I explain that it is truly a win across the board. It is a win for the agency because there is no upfront commission split and little to no production requirements. It is a win for the carrier because we are consistently promoting their products and helping drive business their way. When an agent brings us a risk, we are actively connecting them with those Express Markets partners.
From the Smart Choice side, we benefit through backend marketing support from those carrier relationships. Once agents see how it all fits together, it usually makes them much more comfortable.
Another question I hear a lot is, “What happens to my clients if I ever leave?”
I am always very clear about that. While we are focused on building long-term partnerships, if an agency decides to leave, they keep full ownership of their clients. There is no buyout, and they can take their book of business with them.
That level of transparency really matters. It is something I encourage agents to compare when they are evaluating other networks, and it often becomes a key reason they choose Smart Choice.
How do you address concerns about the commission split?
I get asked about the commission split quite a bit, and I understand why.
What I always explain is that our model includes a cap. Once an agency reaches that threshold, everything above it goes 100 percent to them. On top of that, they can also earn profit sharing and bonuses.
When you look at it long term, it becomes a very strong opportunity. The structure is designed to reward growth, so as agencies scale, they benefit more.
I also encourage agents to think about the bigger picture. With Smart Choice, they gain access to markets that allow them to start building right away. Without that access, growth can be very limited. When they factor that in, the commission structure tends to make a lot more sense.
How do you explain what makes Smart Choice different from other networks?
I usually start by sharing real-world examples so agents can see how our programs actually work.
One of the best examples is our brokerage-style programs, like Smart Start Personal and Smart Start Commercial. These programs allow agents to begin building a book of business, even in challenging markets like Florida. While the market may be softening overall, Florida is still a unique environment where many carriers are selective and not open to new appointments.
Our Smart Start models help bridge that gap. Agents can write business through our platform while they build production and establish a track record. It gives them a way to get started and grow.
As they build that book, we can take their results to carriers and show what they have accomplished. From there, we can help them secure a direct appointment and transition that business to their own code.
That is a key difference. Instead of telling agents they are too small or not ready, we are giving them a clear path forward. They can start writing right away, build momentum, and move into direct carrier relationships when the timing is right.
Do you ever have situations where a prospective agency starts to hesitate and considers another network? How do you handle that?
That happens from time to time. When it does, I make a point not to speak negatively about other groups. At the end of the day, it is their business, and they need to choose what works best for them.
Instead, I focus on reinforcing what makes Smart Choice different. I walk them through the key advantages and clearly explain where we stand out.
I also share resources that outline what we offer and highlight the kinds of questions agents should be asking any network, including topics like exit strategy, book ownership, and commission structure.
That added clarity usually makes a big difference. Once agents understand what to look for and can compare their options more confidently, they are able to make a more informed decision. In many cases, they come back and choose Smart Choice because they feel confident in the value we provide.
From your experience, what traits set successful agents apart?
For agents starting their own agencies, a few traits really stand out. First, they are willing to take the leap and bet on themselves. That mindset is important.
From there, it comes down to persistence. The most successful agents understand they will hear “no” before they hear “yes,” and they keep going anyway. They stay focused, push through challenges, and continue building even when it is difficult.
Another key trait is a willingness to keep learning. There is no such thing as a bad question. Sometimes they will apologize for asking so many, and I always tell them not to. It shows they are taking the process seriously and making informed decisions. The agents who stay curious and open tend to do well.
Finally, it comes down to taking action. Success is not about waiting for business to come in. It is about building relationships and creating a strong pipeline. The agents who combine that effort with a willingness to learn and adapt are the ones who succeed.