The transition from underwriter to producer...

[chi804]

Hello all. This is my first post to this forum and I'm hoping there are some producers out there that used to be underwriters that can help me with my question.
I'm a fairly young underwriter and have been in underwriter for around 4 years and I've been in the commercial P&C industry for over 6 years.
Lately, I feel like my potential and talents may be in the wrong arena. I feel like I would be a pretty good producer but I'm not sure about what it entails exactly. I know being a producer definitely has its advantages i.e. salary, but I also know that being on the carrier side has its advantages as well. Has anyone out there made the transition from underwriter to agent? Could anyone tell me about their experience(s)?
I'm living in VA and would love an opportunity to discuss the challenges in being a producer. Thank you.

[TERRILYN]

Hello, I'd like to offer my 2 cents. Transitioning from underwriter to a producer, I believe, would be rather easy. As an underwriter, you see things after it's been underwritten and applied for through the producer. Essentially, as a producer, you are also an underwriter. I have been in the insurance biz since August 1985; I learned from one of the best, strictest, agency owners in my area and worked with him for 18 years. Because of that, my front-end underwriting skills mean that the business I'll send through to my companies will meet their criteria. It also means that I've built a solid relationship with my underwriter and can go to them should I ever need an exception.

As a producer, you'll get to experience first hand the client/agent relationship; being able to tell the whole story to the underwriter will be your best asset.

So, you will have a great base to start from! You have underwriting skills already so you would have to learn to hone those skills into selling skills. Finding an agency that is solid and can provide the stability you will need will make you sucessful. I would also recommend checking out www.gopolestar.com. I recently went through an intensive agent/producer training course and was amazed at new skills I learned and, remember, I've been doing this for well over 25 years.

Follow your passion! I hope this information is helpful. TerriLyn

[marty202]

Understanding insurance is not the hardest part of being a new producer. Writing new accounts is.

Many older producers sit on large books and basically manage them. The hard part about breaking into sales fresh off the street is that there is no foundation in place and most accounts are pleased with who they are with. It's been my observation that having uw experience can hurt sometimes, as this may lead you to over underwriting rather than really looking to close sales.

My advice: look for an agency that will let you work both as an account manager and as a producer. Getting a feel for both jobs will be helpful in making your decision. Most agencies are looking for sales people to pound the streets. This could fit your personality, but it may not.

Best of luck.

[chi804]

Thanks to both of the replies I've gotten so far. I'm really interested in the possibility of going to the other side but not sure if I want to take the hit to the wallet before I build a solid book. Still weighing my options.

[kstarling ILSA]

Chi804, is you decide to transition to a producer and need assistance with the licensing give ILSA a call.

Insurance Licensing Services of America, Inc.
http://www.ilsainc.com
254-729-8002

Jack Slapper, FLMI
Marketing Specialist
Direct: 254-729-6155
jslapper@ilsainc.com

Kristy Starling
Licensing & Compliance Supervisor
Direct: 254-729-6180
kstarling@ilsainc.com

[dm307799]

Or give your Virginia PIA a call...(http://www.piavadc.com/)

I was a salaried producer fresh out of college for a captive State Farm agent when I first started in the industry...he paid for all my licenses but I wasn't exactly bringing him "return on investment".

I was not a fan of doing sales for State Farm b/c I didn't like to listen to people. I am 30 now & was 22 at the time...just wasn't mature enough to care about placing people in the best coverage program possible & forging an ongoing relationship with them.

Constant pressure in sales to meet goals/objectives & it never seems like your "best" is good enough so I decided to give underwriting a try. The local Mutual company in my town (60 employees) took me in & I was there for 6 years & I miss it everyday b/c I was a marketing underwriter which allowed me to have great mobility with my personality.

So present day, I am back working as a producer helping independent agents with their E&O coverage. Narrow focus as you can tell so I am enjoying it & for once, it feels like the tools are there for me to succeed and the odds aren't stacked against me.

What you could ask yourself is...what is your driver? Are you money motivated? Do you want to own your own book to know you are building your own asset? If so, you could research agent on-boarding opportunities w/ captives or do the acct mgr/producer gig with an IA (just make sure you can somehow be working towards owning your business). But you want to understand if you want in this to help families get piece of mind w/ asset protection (requiring you to listen to them & care & build lasting relationships etc) or are you just looking to expand on your personality skills sets laying dormant right now?

There are many territory manager positions out there where your background & skill set can come in handy. This would be for carriers, not agencies. Your personality will def get used & you'll gain management experience (which can never hurt). I'd like to hear what you think about all of what I am saying so far & we can continue this conversation some more...

[dm307799]

Just found this for ya! Looks like a slam dunk to me!

http://www.piavadc.com/Home/CareerCente ... fault.aspx

[chi804]

dm307799,
Thanks for all of the great advice. As far as my motivators, yes, money is one but I'm more interested in building relationships with clients or agents and I do feel like my personality assets are laying dormant. Ideally, I would love a position as a territory manager but doing a google search for open TM positions in my city are slim to none.

"So present day, I am back working as a producer helping independent agents with their E&O coverage. Narrow focus as you can tell so I am enjoying it & for once, it feels like the tools are there for me to succeed and the odds aren't stacked against me."
- this seems very interesting.

I haven't been that active in looking for openings as year end, all of my March/April renewals and new business have been keeping me so busy that by the time I get out of the office, I need time to recover. I've been working 10 hours days including Saturdays for 2 months now but I think I'll see some relief in the near future.
Thanks again for your insight...its helped to motivate me.