From the Front Lines: Homeowners

How did you get started at your agency?

My husband Doug and I had the opportunity to purchase our agency in fall 2002. The agricultural sales company my husband was working for had just gone through an acquisition and he needed to start a new career. Meanwhile, m y mother, who was already an insurance agent, was also looking for a new transition. The timing was perfect for us to go into business together.

We took ownership of an existing insurance agency that was created in 1984 on Jan. 1, 2003, and changed the name. I got licensed in 2012 after leaving a career in human resources and joined my husband and mother at our agency. My husband and I work full-time, and my mother, who is semi-retired, fills in occasionally.

Why homeowners?

I enjoy doing homeowners insurance and helping new and existing homeowners get the right coverage to protect their home and assets. Your home is usually the largest investment you make during your lifetime. I want to make sure we are educating our clients on what their homeowner’s insurance policy covers before a loss occurs.

Biggest homeowners changes?

In 2014, Nebraska had several major hail storms and tornadoes that caused catastrophic damage to many areas of our state. As a result, many insurance companies started raising wind and hail deductibles on homes and outbuildings, as well as increasing premiums by a larger percentage than usual. Those who had made claims had no qualms about the increase in premium, but it’s hard to explain to those that didn’t have any storm damage why their premiums or deductibles were also increasing.

Biggest homeowners challenges?

Many people are pulled in by captive agents because of brand recognition and heavy marketing campaigns. Many people aren’t as aware of the benefits an independent insurance agent can provide—the biggest being freedom of choice. I can provide several options to customize their coverage to fit their particular needs and lifestyle. Every insurance company has their own unique niche.

Future of homeowners?

We’ve seen a lot of the baby boomer generation start to question the insurance they’ve had for several years with a captive agent. Their premiums have started to go sky-high, which is tough when you are retired and on a fixed budget. Many of these folks are starting to shop around to find equivalent and sometimes better coverage for a lower premium with an independent agent.

Homeowners advice for a fellow agent?

Get to know your clients. Ask questions and learn about them. The more you learn, the more you can make sure they have the coverages they need. As your clients’ lives transition, have those hard discussions on changing coverage levels to help keep them protected. Education is key. Your success is dependent on your clients’ continual support.

Favorite homeowners success story?

I had a client walk into our office who had recently lost her husband unexpectedly. He had always taken care of their insurance and finances. When her premium was due, she was shocked by how expensive it was and decided to shop around. She found us through a referral.

I was able to provide better coverage and a lower deductible and saved her nearly $1,200 in premium on her homeowner’s insurance. I also helped educate her on what her policy covered and what to do in the event of a claim. We helped relieve some of her financial burdens during a heartbreaking time in her life.

Will Jones is the IA assistant editor.