Before she launched an impressive sales career, Amelia Dobson(pictured below) worked as a receptionist and in service for one ofthe top State Farm agents in the country. This diversity of roleshas given her a broad view of an industry that she has grown tolove for its opportunity, its potential to help others and itsflexibility. Here, she shares about her personal mission as anadvisor, what millennials want fromagents and how to stick it out if your sales funnel isslow to start.

PC360: Why did you choose a career in insurance orfinancial services?

AD: I was offered a full-time receptionistposition right out of college, and felt that was a superioralternative to the three part-time jobs I held at the time. I soonfound out the agent that hired me was ranked top 20 out of 14,000or so State Farm agents in the country. He paid for me to getmy license, transitioned me into service and then sales shortlyafter. The impact I made on people's lives by being someone who wasknowledgeable, friendly, trustworthy and dedicated hooked meinstantly. I'm a natural people person. My clients becameloyal to me because I was loyal to them. They say once you start ininsurance, you'll never get out. So far, I've found that to betrue.

PC360: Describe what you do.

AD: My job is to help people navigate theworld of personal insurance. I listen to them and learn about theirlives and with that information I build an insurance package to fittheir specific needs and budget.

As an independent agent, I work with multiple carriers, whichallows me to bring many options to the table. I am all abouteducation. I don't sell you things you don't need; I don't cutcoverage to beat your current rate. I tell you what's available,how it covers you, how much it costs, but most importantly, Ilisten. I give people the tools necessary to build the levels ofprotection they want. My job is to change people's perception ofthe insurance industry, one client at a time.

PC360: Share an achievement you areespecially proud of.

AD: A lot of people in our community hearthe word “insurance” and think of me. I've proven, over time, thatI can be relied upon and trusted. This has allowed me to write arelatively high volume and it continues to increase. The firstcouple of years definitely were slower. I wasn't struggling, but Ichose to invest my time into activities that would pay off in thelong run, not the short run. It was hard to stick it out at times,but the last year or two, it has really paid off.

The greatest thing that comes from this isn't the numbers; it'smy community. Success in sales depends on what type of professionalyou are, and this directly relates to who you are as a person. I'velearned so much about people, about life and about myself. I canhonestly say my career in insurance has made me a better me. Thatis something I am not only proud of, I'm extremely thankfulfor.

PC360: What is the biggest challenge that you see in theindustry or what is the one thing you would change?

AD: The biggest challenge I see in ourindustry goes back to what I'm actively trying to change: theperception. Too many agents out there don't take the time to reallyexplain how policies do and don't work. People are busy, andlearning about their coverage doesn't take high priority,especially when they think their agent is taking proper care ofthem.

Millennials are much more interested in learning the detailsof their policies. (Photo: Shutterstock)

PC360: What is the biggest opportunity that you see inthe industry?

AD: The biggest opportunity in insurance is thefact that you have the flexibility to steer your own ship. Youchoose how you get referrals. You choose how much time you put ineach day. It's up to you to decide what type of agent you want tobe.

Do you focus on volume or service, or a combination of both? Areyou going after a niche market? You have to differentiate yourself,that's a fact. But how you differentiate yourself is entirely up toyou. There's a lot of power and opportunity in that. You need thesupport of your company, but ultimately your success rides on yourshoulders. I love the accountability aspect of it. When you feelaccomplished, you can thank yourself for that.

PC360: What do you think millennials are looking for inan insurance advisor? How can advisors best serve thismarket?

AD: I find millennials are much moreinterested in learning the details of their policies. They'resmart, intuitive, innovative and invest in themselves. They notonly want to trust the person they're working with, they want toget along with them. Maintaining a professional demeanor iskey, but at the same time you have to let personalities guide therelationship. Think outside of the box. Use technology to youradvantage. Save them time.

Each year that passes, our lives transition farther away fromthe simplicity of what was our childhood and head deeper into thechaotic reality of today. Hash out the details over e-mail or phonefor convenience, and then take them out for coffee or happy hour tothank them for their business. Work first, play later! At least,that's my motto.

PC360: What is the No. 1 piece of advice you would giveto a young person looking to enter this industry?

AD: Sales can be a daunting profession andif you don't see results immediately, a lot of people can't handleit. Figure out your personal brand. Everything you do is areflection of who you are and where you're going. Treat everyperson you encounter with respect and appreciation. If you alwaysgive, you'll always have. All this to say, go above and beyond foryour clients, prospects, referral partners and everyone inbetween.

Sales is about earning trust and respect, it's about beingconsistent and having integrity. It's hard work and your effortsshould be focused on the small activities you can complete everyday. Reach out to people. Stay top of mind. Provide value withoutexpecting something in return. If you're spending your time wiselyand prioritizing your integrity, there is nothing anyone can do tostop you.

Related: 17 ways to better market tomillennials