Prior to becoming a Farm Bureau agent, Hunter Nathan worked with clients that needed life insurance, long term care and disability insurance. He wanted to build a place where people could turn to him for anything they needed – whether it be financial guidance, insurance support or help navigating both. Working as an agent at Farm Bureau, he found what he wanted. Here's how he made the transition.
What Drew You to Farm Bureau?
I grew up on a farm in Nebraska, so I appreciate what Farm Bureau stands for and what their roots are. It truly feels like Farm Bureau does what's in the best interest of clients, and it doesn't feel like a one-sided relationship. Farm Bureau provides something good for clients on a customer service level, a product level and a service level.
How Did You Learn About the Opportunity at Farm Bureau?
I was at a college career fair recruiting interns for my previous company, and I was right across from the Farm Bureau booth. The district manager there came up to me and started a conversation. He figured out I was from an area where they were looking for an agent, and I learned what Farm Bureau does and what they're about.
I wasn't looking for a new opportunity, but I felt like I wasn't really gaining headway in my position, so I felt good about it. It kicked off from there. Now I am at the three-and-a-half-year mark. I'm satisfied with what's happened up to this point. I always have goals to achieve more, but that's true about anybody who runs a business.
What Do You Like Most About Your Position With Farm Bureau?
It's the ability to do anything that our clients need, whether that's investments, health insurance or something as simple as car insurance. It provides a lot of touchpoints, and the more touchpoints I have, the easier it is to develop those relationships, cross-sell and help people in multiple areas.
What's a Typical Day Like for You?
Mornings typically start out with housekeeping types of items like answering emails, taking care of to- do list tasks and odds and ends — the paperwork side of things.
The rest of the day, I get in front of as many people as I possibly can and have as many conversations as I can. I rely a lot on word of mouth and asking for referrals from existing clients, especially in their annual reviews.
If I don't have face-to-face meetings on the calendar, I'm making phone calls to get to that point. And if it's not making phone calls to schedule meetings, I’m calling clients or just about anyone in my community. I’m communicating a lot of the time.
How Are You Growing Your Business?
To find new people to work with, I think outside the box. A lot of people think they have to get referred directly to reach out to someone. I don't have to ask for permission to reach out to somebody who I know through somebody else. I can talk to anybody that I want to talk to, realistically. I can simply say, “Hey, I've heard a lot of good things about you. Nobody told me to call you, but I wanted to reach out, introduce myself on a professional level and see if there's any way that I can help you out.”
At the same time, I work on building relationships. A stereotypical thing in this industry is to be really transactional and sell as many new accounts as you possibly can. I would rather sell 50 new accounts a year and have a good relationship with those 50 people than sell 200 new accounts and not have a relationship with those clients.
Also, in January, I took over a book of business from a retiring agent, and I was able to hire her back part time as a sales associate. She ran her own practice for 40 years. It's been good to have her in my corner. My goal is to have at least one more sales associate.
What Do You Like to Do in Your Spare Time?
I have a 14-month-old daughter, so I like to spend time with my family. We go on a lot of fishing trips as a family. We like camping and outdoor activities.
That's a lot of the reason I got into this role in the first place — the ability to have control over my schedule and not have my calendar having control over me. Of course, I have to feel good about the work that I've done to feel good about going on those trips, but I don't have to submit time off or ask for permission.
What Advice Would You Give to Somebody Thinking About Moving to Farm Bureau?
It takes time to establish a business and a reputation. It can be hard to get new clients at first, but the math always works out. The more people you put yourself in front of, the more at bats you give yourself, the better off you'll be in the long haul. If you stick with it, it will work out.
Take the Next Step
If, like Hunter, you’re ready to make a change, the Farm Bureau agent opportunity might be for you. Reach out to learn more today.