Learn what this next generation of agents has to say about where the industry is headed—and how they fit into it.
“You have to take a risk if you want to have that type of freedom.” That advice from his father changed Ander Urdaneta’s trajectory.
Urdaneta’s father had been an insurance agent in Venezuela. Urdaneta graduated college with a degree in international business and finance and was planning to go into investment banking, but something was missing.
“I saw the freedom that my dad had when I was growing up, and I was trying to figure out how I was ever going to achieve that in the corporate world,” Urdaneta recalls. Inspired by his father’s advice, Urdaneta opened his own agency from scratch in 2021 at the age of 24.
Urdaneta already had his property & casualty and surplus lines licenses, which he earned the summer between graduating high school and starting college. “I get bored if I’m not doing something,” he says. “My dad suggested I see if there was anything I was interested in that I could get licensed in.”
And starting a scratch agency in 2021 in South Florida was anything but boring. For Urdaneta, the road had its share of obstacles, especially as a young business owner. “At the beginning, it was rough,” he says. “I’d walk into a meeting, and I’d be the same age as everyone else’s sons. They didn’t take me seriously, and I had to set the tone from the start.”
“When I gained a little more traction, people started taking me more seriously,” he adds.
Then, Urdaneta discovered he didn’t have to go it alone. He found a supportive community in the Young Agents Council (YAC) of the Florida Association of Insurance Agents.
“I didn’t really know anybody in the industry until I got involved in FAIA,” he said. “There are three agencies in a 20-mile radius that are all involved in YAC. These are second- and third-generation agencies. And every time I have a question, I know for a fact I can pick up the phone, and they’re going to help me.”
“I can just say, ‘I have this hard-to-place risk; where should I go?’ and they’ll just say, ‘Oh, talk to this underwriter—they’ll take care of you,’” Urdaneta says. “It’s amazing.”
“I was in Tallahassee for a YAC event where we talked about that and someone said, ‘There’s enough business in the state that we don’t have to fight over a client,’” he says. “There’s real camaraderie that you don’t get in any other industry.”
Every day, young agents like Urdaneta are making their mark on the insurance industry. What brought them here? What makes them tick? And why are they sticking around? Learn what this next generation of agents has to say about where the industry is headed—and how they fit into it.
Ander Urdaneta
President and Owner
Easy Coverage USA
Doral, Florida
Age: 28
Go-to drink order: Espresso
Favorite TV show: “Suits”
No. 1 item on bucket list: Get my skydiving license
Being a multilingual agency?
We offer services in English and Spanish. We have someone who speaks Italian, and I’m trying to find someone who speaks Portuguese. There are a lot of cultures here. I love it. It’s cool.
Agency growth?
10 people work at the agency now. We’ve been growing well. It’s a lot of hours but it’s worth it. I just want to keep growing the agency the way it has been. I want to expand and target a few new states in the near future.
Biggest industry challenges?
Market access. But it is softening and there have been a few laws passed that are helping. In my eyes, we need a good shake of the tree. There’s a lot of third-party players that shouldn’t be in the industry that have begun to get cleaned out.
We just need patience from consumers as we try to get their trust back. Time is all we need. Carriers are starting to be open to writing again and several carriers just filed for rate reductions in Florida, which is good. I haven’t seen that since I started the agency.
Kate Adams
Commercial Lines Marketing Manager
Flood & Peterson
Denver
Age: 30
Go-to drink order: Iced vanilla latte
Favorite movie: “The Intern.”
No. 1 item on bucket list: Go whitewater rafting in the Grand Canyon
How did you get started in insurance?
I went to the University of Mississippi—Ole Miss, as more people know it. I majored in finance but took an elective intro to risk management class in the fall semester of my senior year and loved it. My professor mentioned there was an independent agency looking for interns and I needed a job on my resume that wasn’t being a summer camp counselor.
I worked there, then remotely for an agency out of Texas, but then moved to Colorado in 2023 and realized this is where I’m going to be long-term. I wanted to plant some roots here and have opportunities in this area. I was lucky enough to find that at Flood & Peterson.
Biggest industry challenge?
There’s always been change as long as insurance has been around, but I think we’re seeing rapid change with technology—both in terms of trying to create products to properly insure technology or having technology in place at our agency. We have also been facing a pretty severe talent gap crisis for at least the last decade. We have to be agile, adaptable and nimble.
Launching your state’s young agent committee?
The Professional Independent Insurance Agents of Colorado (PIIAC) Next-Gen Committee launched back in October. I lived in Oklahoma before I moved here, and I served as a member of the Oklahoma NextGen board for two years, which is a very established, successful group. When I moved out here and PIIAC reached out to me about starting a chapter, there was no hesitation. It’s been a challenge but a fun ride for sure.
Jackson Doyle
Commercial Risk Adviser
J. Krug
Itasca, Illinois
Age: 26
Go-to drink order: Large black Americano from Starbucks
Favorite movie: “Rounders”
No. 1 item on bucket list: Travel to Ireland
Why insurance?
I went to Illinois State University College of Business and my adviser was really close with two of the partners at J. Krug. My adviser recommended J. Krug to me when I was going through internship ideas and jobs. I was navigating college in the midst of COVID-19, and as I learned a little bit more about the industry, the compounding effect of building a book and the freedom of the job, I was hooked.
Building an asbestos and abatement contractor niche?
I connect well with contractors because I like being straightforward. I knew there was a limited marketplace for asbestos and abatement contractors because people hear those words and are like, “Oh, I want no part of that.” We have formed good relationships with wholesalers that have their own original programs that has given us a little bit of an edge. Knowing that we had that competitive advantage, I stepped up and started making the calls and letting people know that we have access to those programs.
Role model or mentor?
Tom Krug is our president here at J. Krug and Jeff Schulz is our vice president of the commercial lines division. Both of them were big reasons why I took this job. We have a young environment, and they have an open-door policy where you can ask them any question. The core value of lending a helping hand and never being too busy to help a producer—whether it’s someone who’s seasoned or who’s been working there for two weeks—is everything I want in a mentor, especially as a guy that didn’t go to school for insurance.
Brooke Stout
Receptionist and Assistant Account Manager
Chalk & Gibbs Insurance & Real Estate
Morehead City, North Carolina
Age: 28
Go-to drink order: Sweet tea or chocolate milk
Favorite movie: The “Twilight” series. As a teenager, it was an epic love story. As an
adult, it’s a cringey comedy.
No. 1 item on bucket list: Travel to Japan
How did you get started in insurance?
I was working a dead-end job at a high-end retail store with no opportunity for upward mobility. I knew I was looking for something else; I just wasn’t sure what I was looking for. I ended up posting to Facebook with my qualifications and personality traits, and the HR manager of Chalk & Gibbs reached out. The rest is history.
I do reception, and I am also an account manager assistant, so I do a lot of quoting and intake for new customers. I love it. I eventually want to move into a producer role, because I like meeting new people and writing new business.
What do you love about insurance?
I love that we get to be the face of insurance, cultivating positive interactions where we get to help people. Insurance isn’t always positive. People don’t enjoy talking about it, purchasing it or dealing with it, so when you can make it a positive interaction, it’s really great.
Gen Z stereotypes?
I consider myself an elder Gen Z. We get a lot of flack for being lazy or entitled or unmotivated. There’s always some bad apples, but our generation really does work hard. We’re always looking for new opportunities. We just haven’t always been given the same opportunities as previous generations, especially with our economy. We’re trying our best.
Ryder Roberts
Producer
C3 Insurance
San Diego
Age: 30
Go-to drink order: Hot Americano
Favorite movie: “Tombstone”
No. 1 item on bucket list: Go dall sheep hunting in Alaska
Why insurance?
I played water polo in college, and one of my coaches owned an independent insurance agency. As I was preparing to graduate, I learned more about what he did and first dipped my toes in the water at his agency. I went full-force into the industry after that.
Best thing about being an independent agent?
The spirit of being entrepreneurial and nimble allows for better client service in the long run. Independent agents can build the exact service model they need and want by being creative and dynamic.
The needs of manufacturing or tech companies compared to real estate or construction companies are completely different. Understanding those areas and putting the people in place to facilitate the potential hurdles is super important.
Future of the industry?
Automation will be vast throughout our industry. It can go one of two ways. It could shrink our workforce or we can see the opportunity to reallocate human capital to other areas of our business as we come up with different areas where we can add value. We can enhance our service offerings in ways that will broadly impact clients by thinking outside the box about what other value-adds we can bring as insurance brokers. I’m curious to see what we’ll come up with over the next 5, 10, 15 years.
Yuliya Karpov
Commercial Sales Executive
NBT Insurance Agency
Utica, New York
Age: 32
Go-to drink order: A hot cup of Cannoli-flavored coffee from my favorite local shop, Utica Coffee Roasting Co.
Favorite movie or TV show: I don’t own a TV and don’t watch shows. I am not very good at staying still! But when I do have idle time, like when I am driving, I enjoy listening to podcasts and audiobooks.
No. 1 item on bucket list: Run an ultra-marathon.
Why insurance?
It’s an interesting and rewarding profession. It’s a relational and technical kind of a skillset and, if I can help somebody with my knowledge of insurance, that’s really fulfilling for me.
Experience with Big I New York NextGen Committee?
NextGen is a powerful vehicle for creating a network of support and connecting professionals in our industry that are in various stages of their career. Somebody that has been in the industry for many years can get to know and support someone who’s at the beginning of their career. NextGen is also a platform for continuing education and giving back to charitable organizations. Through my engagement with NextGen, I’ve gotten to meet some really inspiring individuals that offer me amazing support and are a voice of encouragement.
Work-life balance?
It takes a lot of work to do this job. It takes time, it takes commitment, and you’ve got to be in it for real. That can raise some challenges when it comes to balancing life, but I tell myself, “What a great opportunity to figure out how to balance it all.” How do I fine-tune my processes to be effective and productive, while still being able to be out there in the community and make time for family, friends, health and hobbies? You become a master at managing your time and focusing your attention on what matters. This profession provides an opportunity to find harmony, to learn about yourself and what you need, then reflect and adjust accordingly.
Deuel Romero
Commercial Lines Agent
Tedford Insurance
Tulsa, Oklahoma
Age: 29
Go-to drink order: Nitro cold brew
Favorite TV show: “The Boys”
No. 1 item on bucket list: Arctic Cruise with my wife
Why insurance?
I’m a bilingual agent. Spanish is my first language. I got into the industry when I saw a huge opportunity with the underserved demographic of the Hispanic business owner community. It’s a topic that’s close to me personally. That’s why I jumped in and took on the challenge.
High-risk construction subcontractors—roofers, framers, concrete, high-rise painters—are experiencing challenges in the industry with the ability to access opportunities in certain markets and needed agents to go a bit further to educate them. I want them to have a good agent on their side to teach them how to take care of this portion of their business.
Role model or mentor?
Mark Tedford is our agency principal and he is a state representative for the 69th district in Oklahoma. He advocates for the consumer and business owner at the state level, has participated in writing bills that benefit consumers and provide a competitive marketplace for carriers. To me, that says leadership. I learn a lot from him. While I don’t see myself in that particular position in the future, I want to be a community leader.
Work-life balance?
Currently, it’s definitely heavy on the work side. Growing my book is what I’ve been focused on for the last year and a half and I’ll do that until I get to a spot where I can take my foot off the gas a bit. I am very structured when it comes to ending at a certain time and focus on family. Once the kids go to bed, I can hop back on for a little in the evening. I like being flexible, and it helps to make sure you’re not overworking yourself.
Kendra Garrett
Licensed Insurance Professional and Communications Specialist
Sylvia A. Garrett & Associates Agency
Columbus, Ohio
Go-to drink order: Tea—ginger tea, matcha tea, English breakfast
Age: 33
Favorite TV show: “Living Single” or “Gossip Girl”
No. 1 item on bucket list: Own international property
How did you get started in insurance?
My mother is the owner of the agency I work for. She’s been trying to get me into the agency for forever. I was like, “No, no, no. You think I’m working with my mom? Are you crazy?” But last year it just made sense, and I decided to give it a try. Originally, I was just coming in to do some social media and public relations, which is my background. But after three days, I knew I needed to get licensed. I fell in love and now I’m like, “Why haven’t I been doing this forever?”
Biggest challenges the industry is facing?
I became a licensed agent last April. When I came into the industry, it was crazy. We’re still dealing with COVID, we’re still dealing with the ramifications of carriers increasing rates. I would say the biggest thing is the lack of education among consumers. People are getting mortgages, buying cars, not understanding the ramifications on their insurance.
Best thing about being an independent insurance agent?
That there’s nobody out there who can do what I do. My skillset of communications, of being able to read a contract, of being able to exist in all these different worlds—this job is predestined for me. I’m supposed to be here. Also, I just love being a nosy person and telling folks what they could do better. I’m a big sister. I’m bossing everybody around.
Lucas Anderson
Sales Agent
F.A. Peabody Company
Westbrook, Maine
Age: 31
Go-to drink order: Cold brew with a touch of cream
Favorite movie or TV show: “Severance,” “The Big Lebowski” or “Forrest Gump”
No. 1 item on bucket list: Learn another language
Why insurance?
After college I started my career in advertising, working in Washington, D.C., for about four years until the pandemic struck. I came home to Maine and reevaluated what was important to me. The decision to join the hundred-year-old family business was clear. I wanted to perpetuate the family tradition. I’ve seen the impact that it’s had on my community all my life. It was challenging starting over, and if I had started earlier, I’d be so much farther along. It offers a lot of opportunities, challenges and endless learning.
Background in advertising?
The insurance industry is aging and with that comes old ways of doing things and hesitation to pick up technology. From working in digital advertising, I got into the world of a more modern sales environment, and it gave me a tremendous amount of perspective on the way other organizations manage their sales staff, track their goals and outreach to new prospective clients.
Role in the Maine Young Agents Committee (YAC)?
I’m the chairperson of the political action sub-committee for the Maine YAC. We just had our annual convention, and we YAC members created a short video about InsurPac and why it’s important to contribute to. Supporting InsurPac is supporting yourself and your career. It’s shocking how few agents and insurance professionals actually contribute to it, despite everyone benefiting from it.
Audriana Misic
Lead Commercial Account Manager
BridgeMark Insurance Solutions
Bismark, North Dakota
Age: 34
Go-to drink order: Margarita on the rocks
Favorite TV show: Anything reality TV. I’m currently binging “90 Day Fiance.”
No. 1 item on bucket list: Go snowboarding in Switzerland
How did you get started in insurance?
I started at a health insurance call center when I was a teenager, and that led me to a captive agency. That’s where I learned more about the industry, but I realized I wanted more. I dabbled in a little bit of sales with supplemental insurance, and that led me to the independent world, where I love it. I feel like I’ve experienced many different facets of insurance, and that experience helped me excel and find my niche.
What do you love about insurance?
The thrill of constant evolution. The learning never stops, and that’s what keeps me motivated. Over the years, I’ve developed a passion for explaining coverages to clients and helping them understand the value of what they’re investing in. And that passion has grown now to training and mentoring the next generation of insurance professionals, guiding them to success and helping them fall in love with the industry just like I did.
Future of the industry?
It’s all about embracing artificial intelligence (AI). Not to replace people but to make what we do more efficient and effective. I see it being more in the consumer’s hands as far as flexibility and allowing them to tailor coverage to their specific needs. I think the industry will just continue to become faster, smarter and more responsive to meet the demands of today’s consumers.
AnneMarie McPherson Spears is IA news editor.
