From the Front Lines: Restaurants

How did you get started at your agency?

I have known and been friends with the managing partner of our agency for 16 years. When I was between jobs, he approached me and we talked. Shortly after, my insurance journey started.

Why restaurant insurance?

When I first started, I asked a lot of questions early on, and I still do. Once I felt comfortable and after many conversations with the managing partner of our agency, I decided to go after restaurants and I became an expert. I learned everything about this market. I focused solely on understanding their day-to-day operations, and I developed a better understanding about what they needed to protect their business—the simple but important issues that matter to them.

I knew a lot of people who owned restaurants locally and knew our agency had some success in this area, so I went after the Hispanic restaurant market. Being Hispanic and bilingual, I felt I had a good opportunity to do well.

In the process, I have developed relationships that go beyond what I do for my clients in business. I think this is where my biggest success has been. Anyone can sell insurance, but it’s what happens after the sale that is the key for my success and has been since I started.

Biggest changes you’ve seen in restaurant insurance?

Markets often leave the state or get out of the restaurant market. There has not been any real consistency with our carriers.

Hopes for the future of restaurant insurance?

I would love to see an insurance company stay in the restaurant market and develop some consistency.

Advice for a fellow agent trying to break into the restaurant market?

First, you have to understand the market. Then you have to look for a few good companies that may have an appetite for restaurants. Then you develop a good relationship with the underwriter and company representatives. Try going after places where you eat often, or people you know who may own a restaurant.

Biggest restaurant market challenges?

Having a carrier that will develop a specific program or something more affordable for the insureds.

Favorite success story?

Too many success stories to name just one! I have incredible relationships with a lot of my insureds. That, to me, is a success.