Published by Sofie Niziak on August 8th, 2023



I’ve always enjoyed problem-solving, making meaningful relationships, and helping others. I knew I wanted to incorporate those passions into my career. Still, it wasn’t until I began researching career paths that I learned the industry that encompasses those values was one in which I was surrounded by my whole life – the insurance industry. And that wasn’t random.

Growing up, my father worked in the insurance industry for over 30 years. As a result, many of the values I hold, both personally and professionally, come as a by-product of his experiences in the industry. And I couldn’t be more grateful. Most people might find that strange, but anyone who’s either been in insurance for a while or has grown up around it knows that to be the best version of yourself, you must be tenacious, dependable, accountable, and honest. It’s precisely the type of person I want to be in this industry – someone who is providing the best service for my broker and clients.

When I decided to search for positions, my father couldn’t be more thrilled. But with his experience, he wanted to ensure I would not settle for anything less than a reputable carrier with respected relationships with brokers, and whose employees share the same value he instilled in me. That’s why, when the opportunity to join Trustmark to help build relationships in the Chicago area came along, I jumped at it. As a top insurance company, Trustmark touched upon everything I knew I needed to begin my career. I’m excited to bring my values of tenacity, dependability, accountability, and honesty to Trustmark to help educate and build meaningful relationships with brokers. And, just as importantly, it’s critical that these values deliver solutions for our clients, here’s how they can make a difference:

Tenacity:
Having grown up in Massachusetts, I’ve spent a lot of time in Cape Ann with my family. One of my favorite things growing up (and still to this day) is going out clamming and oystering. While I’m not someone who’s traditionally outdoorsy, I love the opportunity to roll up my sleeves and see what I can catch. I wake up around 5 am and often am on the hunt for hours at a time. Oddly enough, I believe working in sales has some strong parallels to clamming and oystering. In both cases, you have to be tenacious to be successful. When you are tenacious, you can develop better strategies to improve. On days when you might not catch anything (or engage with valuable prospects), tenacity allows you to push through, reflect, and execute to have better luck the next day. And as long as you remain tenacious and put in the hours, you’ll eventually find a pearl.

Dependability:
Clients need to know you’ll be there for them. The insurance world is a confusing one for employers and employees alike and it’s our responsibility to be the resource that they need. If a client has a question - call back the same day. I know – it’s something that sounds so simple – yet it can be the difference between creating quality experiences and those that are lackluster. And with 92% of all customer interactions still happening over the phone1, it’s critical for others and myself working in sales – especially when interacting with clients – to ensure that those conversations are happening in a timely manner. It’s not the shaving .01% off the rates on a voluntary product that wins lasting business, from what I’ve learned, it’s being there when you’re needed.

Accountability:
My dad always says, “Make sure you’re doing the right thing – it will benefit you in the long run.” That doesn’t mean we can’t make mistakes. We’re all human. Everyone makes mistakes, but we must acknowledge them and provide solutions to fix them. And if we as sales representatives hold ourselves accountable to doing right by our partners, they will be more likely to continue business with us in the long run and refer us to their close colleagues – helping to expand credibility for both ourselves and our employers’ brand.



Honesty:
This is undoubtedly the most critical value we can bring to our clients. While interacting with clients, the most important thing we can bring is transparency and honesty regarding the product’s value, the sales process, costs, and when suggesting which solutions will make the best fit. No one wants to get the run-around, no one wants to be sold something that doesn’t make sense for them, and no one to be given unrealistic expectations.
 
So, for anyone looking to enter the insurance industry or is new to it, I strongly recommend leading with honesty over “doing whatever is necessary” to get the sale. Stay true to your core values – I’m a believer that the personal touch you provide to brokers, clients, and employers can make all the difference. Be the partner clients can depend on, who’s tenacious and doesn’t give up, and the one who holds themselves accountable. Your honesty is like a valuable set of pearls – wear it with confidence and use it to walk the walk.  

1 21 Mind-blowing Sales Stats. Accessed 2023.