Q&A – Jambi Ysbrand
Terrirtory Manager, Texas
How did you get started in the insurance industry?
I actually started out in tech, selling software to tax agents. It was a completely different world, but it taught me a lot about understanding client needs. My move into insurance came when I joined EZLynx and soon after was assigned to the Smart Choice account around 2017–2018. That’s where I really got into market access technology and built relationships with territory managers and state directors.
Over time, I moved into managing networks and aggregators at EZLynx, which gave me exposure to all kinds of tech solutions agents use. Transitioning was a bit overwhelming at first—there’s a lot to learn about carriers, appetites, and agent sectors—but it pushed me to find smarter ways to handle the variety of inquiries from agents.
What’s helped me the most is taking a collaborative approach. Working closely with the team and connecting with agents really paid off. For me, it’s all about combining good marketing, strong relationships, and a willingness to learn and adapt.
Is there anything you’ve taken from your experience at EZLynx to your role here at Smart Choice as a TM?
Definitely. Coming from EZLynx, I bring that corporate perspective where you’re always analyzing and measuring everything. That mindset has been helpful, but honestly, there’s been a tidal wave of learning since I got here. It’s not just about understanding carriers and appetites—it’s learning how every type of agent approaches us and what they need.
I talk to everyone: the brand-new agents who just got their license, captives ready to go independent, folks splitting off from other agencies, or anyone just looking for market access in different ways. The variety keeps you on your toes.
What I’m really focused on in Texas is figuring out how to streamline processes on our side. We get hit with so many different things, and the goal is to make it easier for us to maneuver in the field. I’ve been working with other state directors to see what’s working for them and how we can build something organized and effective out of all the moving pieces.
You recently started with Smart Choice, but you’ve already ranked among our top five TMs. What do you think has contributed to your success in such a short time?
Honestly, it starts with the marketing team. They do such a great job getting our name out there, putting us at the top whenever agents are looking for market access providers. That groundwork means we get a ton of leads—agents knocking on our door, reaching out, looking for opportunities. For me, that creates a huge chance to connect with a wide variety of agents.
Over the years, I’ve noticed there are different ways to approach bringing agents on. I actually had two bosses back in the day who couldn’t have been more different. One was all about, “Throw it at the wall and see what sticks”—take every opportunity and see who succeeds. The other was, “Slow down, interview everyone, understand their motives, and make sure they’re here for the right reasons.” Both approaches have value, and I’ve learned it’s about finding a balance.
For me, what’s worked is asking the “why.” Why are we talking today? Why are they here? If I understand their motivation, I can figure out how to help them succeed. It works really well—they understand the process, and we can set them up for success.
We’ve been hearing a lot about the market softening. Are you seeing that, and what are you telling your agents to do to prepare?
When I talk to agents, I try to be very honest about the reality. Access for homeowners in Texas is still tight. So, I make sure they know what’s realistic; giving them that context is important.
That said, I’m starting to see some positive movement. New carriers are entering the Texas market — a good sign that it could begin to shift soon.
When these new carriers start writing business, the big ones might lose PIF count and have to rethink their appetites and rates. That could open the door to a lot more opportunities. Being in one of the biggest, tightest markets, I’m excited—once the doors start opening, Texas is going to explode. The growth and opportunities are right around the corner, and that’s what I keep in mind when talking to agents about strategy and positioning themselves for the future.
What do we do better than any other network out there?
We open doors. That’s the biggest thing. We don’t set the bar so high that agents can’t get started—no big upfront fees, no heavy monthly costs, no punishing exit fees. If someone decides Smart Choice isn’t the right fit down the road, they can leave without jumping through hoops. We give agents the freedom to make decisions that work best for them.
On top of that, we offer access to some of the best markets available today. Our personal lines lineup is strong, and our access to excess and surplus markets is a game-changer. Agents are often surprised when they hear they can earn 100% commission. They’ll say, “Wait, why would you do that?” And the answer is simple: we want to help you grow.
We also make it easy to offer more products without overcomplicating things. We focus on giving agents the tools, market access, and flexibility they need to build their business the way they want.