"The mobile home industry has come a long way from the 'trailer days' and is a viable alternative for many Texans in these economic times," says independent agent Kirk Kotylo. "This market will continue to grow, and these customers are looking for a solid but affordable policy to protect their homes."
Kirk Kotylo
Agency Owner
Mr. Mobile Home Insurance
McAllen, Texas
How did you get started at your agency?
I have always wanted to have my own business rather than work for someone else. Several years ago, I was working for an insurance company and knew of an agent down in the Rio Grande Valley who was interested in selling his agency. With over 250 preferred parks here in the valley, it looked like a great opportunity to grow an agency. In 2016, I bought his book of mobile home business and started my agency.
Why mobile homes?
I'm a second-generation family member in the mobile home business. I started selling mobile homes when I was in college and, after graduating from college, worked for three insurance companies that specialized in writing insurance for this line of business. Also, during my time calling on agents, I noticed that most would shy away from this business and most of the customer service representatives were uncomfortable quoting mobile homes because they didn't write the product very often. I could see that the market was being neglected.
Challenges in the mobile home market?
Like most agents, we are having to adjust to this hard market. Several companies have reduced coverage, cut commissions or have stopped writing completely. We are constantly rolling books of business to other companies and looking for new carriers. Sometimes we have difficulty with underwriters who, thinking of older trailer models, question why we would want to insure a mobile home for $275,000.
Future trends?
The mobile home industry has come a long way from the “trailer days" and is a viable alternative for many Texans in these economic times. This market will continue to grow, and these customers are looking for a solid but affordable policy to protect their homes.
Advice for a fellow agent?
Start looking for specialty companies that write manufactured homes and learn what companies work best with different customers' needs. Determine how to generate leads either by internet, postcards, working with dealers or going to parks and doing presentations. Be prepared to wear different hats and work hard with a good attitude and enthusiasm for what you're doing.
Olivia Overman is IA content editor.
