Advice I’d Give Myself If I Were An Insurance Newbie
If I were starting a new career in insurance today knowing what I know now (after 19 years in the industry), here's the advice I'd give myself:
✅The path with the biggest revenues, easiest to BOR, and fastest learning curve is employee benefits. I know producers putting up multiple six figure revenue years just a year or into their career. If I were starting over again, I’d go EB all the way.
✅ Commercial is a close second. Longer learning curve, a lot more to learn – but you’re a trusted advisor like a company’s accountant or attorney. They’ll look to you for your expertise and guidance, ensuring growth, earning potential and long term stability.
✅ You'll maximize your earning potential and marketability by moving to a new company every 4-6 years or so. I know those who came up in the days of pensions are cringing at that comment - but this is the reality in 2026. The younger generations are in a different spot than Boomers were - it's just...what it is.
👉 Exceptions: If you're a producer building a book of biz – find a good home, stay put and BUILD.
✅ Avoid captive agencies – independent agencies have so much more to offer. Captives are generally personal lines-focused and thus not a great place for commercial producers, and they tend to pay below market for both sales and service roles.
✅ Avoid bank-owned agencies - it's really hard to serve two masters, and when you're bank-owned, the banking business will always be king.
✅If you're considering a producer opportunity and the role is 100% commission year one (or some crazy base salary like $20k) - RUN. 🏃♀️ Good agencies understand that you need to eat while you grow, build and learn - and desperation is never a good look for a salesperson. Look for a company offering a reasonable base/salary/guarantee that diminishes over a 3 year period as you validate.
✅ If you start down one path and realize it's not for you (i.e. Claims) and want to move into another area (say, underwriting), do it sooner than later. The more you climb the ladder and increase your earnings, the more difficult it will be to make a change due to the inevitable pay cut you’ll have to take to pivot.
✅ Designations will yield more bang for your buck than most higher education. CIC, CPCU, AU, AINS, ARM, CISR, CRIS etc. will make you more marketable and increase your earning potential more than a Master's degree if you are in sales, service or underwriting. Bonus - your employer will likely pay for these too. Save your money. 😉
✅ Don't be entitled. Insurance is an awesome and lucrative career path but you have to "put in your dues" in the beginning. That might mean being in an office (vs. remote), or not making a ton of money right out of the gate. Find great mentors, buckle down, learn, commit to getting designations, and in 5 -10 years, you'll have money in the bank and a ridiculously successful career track on your hands.
✅Network, network, network! We’ve all heard the old cliché “It’s all about who you know”. It may not be ALL about who you know, but who you know can certainly open doors, provide opportunities, help you learn, the list goes on!
