Kelly Newell survived multiple rounds of layoffs when she was working in the mortgage industry, and she had always been interested in the insurance industry. When a Farm Bureau district manager reached out to her, she decided to make a change. Here’s what it’s been like for her.
How Did You Get Your Start With Farm Bureau?
I was in mortgages for 20 years, and I did everything, start to finish. I always liked numbers, helping people and explaining things. But mortgages were going up and down, and we had gone through I don’t know how many layoffs, so I was ready to jump off that roller coaster. I decided to take a plunge and see what happened.
Lauren Fitzwater, who’s now my district manager, reached out to me on LinkedIn. We connected and talked about it, and I contracted in March of 2024.
How Did Your Background in Mortgages Help?
I can explain the numbers. I’m not just hitting a button to get a premium for a client without any explanation. I’m a real person on the other end of the phone, explaining it to them. It’s not a transaction, it’s a relationship.
Why Did You Choose Farm Bureau?
What sets Farm Bureau apart is the resources. You run your own business, but you also get the support staff. For example, I have support for commercial, farm and ag needs provided by our corporate office. It’s a great company to work for, bar none, above everybody else.
What Was it Like Working for Farm Bureau at First?
I started in the Developing Agent program while I was still with my other employer. When I finished with that, I was worried, but I had to rip off the bandage and try it. It’s gone better than expected. I’m keeping up with relationships, working the referrals and taking care of people.
How Do You Work on Marketing Yourself and Your Business?
At the beginning, I tried to spread my wings everywhere and talk to everybody. But I’ve found that a couple of professional relationships have paid off the most. I nurture those relationships instead of trying to be everywhere. That’s worked really well for me. I keep tweaking that model.
I’ve also been changing up my social media and doing different things to connect with people. I’m trying different avenues and approaches.
What Do You Like Most About Being an Agent?
I enjoy helping people. I like being on the other end and hearing, “Nobody’s ever explained that before,” or “Thank you for answering on a Sunday.” I like being able to calm them from the chaos of insurance.
And I like the freedom and flexibility, especially coming from corporate America and not having any of that for a really long time.
What’s an Example of a Time You Made a Difference for a Client?
One older gentleman was referred to me. He was still working, living paycheck to paycheck. He was using a competitor for his auto insurance, and they were just taking it out of his paycheck. He assumed that was the easiest thing to do.
When we ran the numbers, his premium ended up being cut almost in half. He was astounded. It made such a difference for him. Little things like that for me are the big wins.
What's a Typical Day Like For You?
There’s no typical day, or typical week. My branded hours are 8 am to 6 pm weekdays. But if I’m working on a Saturday and my phone rings, I’ll answer it. I probably work more now than when I had a nine-to-five, but I enjoy it, so it doesn’t feel the same.
I’m helping multiple people and trying to stay ahead of the processes and paperwork by staying organized. If I don’t have enough activity happening, I’ll go out and do something different.
I recently went to a lunch for real estate agents that was focused on how to build your business. Even though it was designed for real estate, I did the seminar with them, hung out and mingled.
How Have You Grown Your Team?
I have a couple of people who have come on as sales only. It’s more of sharing the experience with people who might not be ready to take the leap yet, so I can help them and give them a little guidance. It’s a win-win since they get experience and they help with sales.
And I just added a service associate. I’m starting to build those processes to go from a one-man show to a full-on operation and continue to grow.
What Do You Like to Do Outside of Work?
I’m a boat junkie, so I like to go on cruises. When I have a day off, I love the downtime hanging out with the dogs and the kids. I have three boys and four Great Dane dogs.
Take the Next Step
If, like Kelly, you’re ready to make a change, consider becoming a Farm Bureau agent.