Jocelyn M. Horton, account executive, ISU Insurance Services of Colorado
Years at company: 1.5
College: University of Colorado at Denver

How can employers recruit young talent?
It is important for employers to develop internship programs and ask the intern what area they are most interested in. For example, during my internship with my current employer, ISU Insurance Services, I was exposed to all aspects of the agency (sales, internal operations, account manager positions, marketing, etc.) I was even given an opportunity to spend a day with one of our carriers to see if the carrier side was more to my liking. This gave me a great overview of the industry and I landed in sales.

How did you determine that insurance was a viable career choice?
Looking at the grand scheme of things in college, there are so many opportunities tied to insurance. Insurance opens so many doors to other industries that I knew this was a great starting point. On top of that, it is a sustainable industry. Insurance is required by law for most individuals and businesses and therefore, regardless of the economy and price fluctuations in premiums, society still has to purchase insurance. I am excited to see the multitude of opportunities that are still yet to come in my career.

How does technology fit into your work strategy?
Technology has played a huge role in my work strategy thus far. We are in a technology era and Facebook, Twitter, and LinkedIn are key to networking and getting yourself out there. It also has been vital to my role in the agency; I am in Generation Y and have grown up using technology, so I'm proficient with the computer and internet.

Who do you look toward as a mentor in this industry?
My mentor in this industry is my CEO, Pam Adams. She has really taken me under her wing and shared her insights on how to become successful in this industry. She has not only taught me what she knows but she makes a point to take time out of her day to show me everything she does, how she does it and why. She is my biggest supporter and I admire her. I call her my Yoda!

What are your future goals in this industry?
My future goals for this industry include building a successful and long-lasting book of business, meet and help new clients build and sustain their business and protect them from financial harm. I would ultimately like to be in a leadership role in an organization and be able to pass my knowledge and ability to someone entering the industry as so many have done for me. I'd like to pay it all forward.

What are your main priorities as a young agent?
My main priorities as a young agent include: getting involved in my local associations, servicing my clients to the best of my ability, continuously gaining knowledge and working on designations to improve my knowledge.

How does your office reflect how you work?
My office is very organized. I keep colored folders for prospects and clients, and I also took a Franklin Covey seminar to help with organization and time management. I have learned that being organized and timely is critical in this business!

What do you see young agents struggling with in their first years in this industry? What advice do you have?
I think one of the biggest struggles that I have encountered is the fear of rejection. It is definitely a scary situation entering your first year and having a business or person's financial future in your hands. You have to trust yourself and the knowledge you've gained. Take constructive criticism; it could save you from being sued. I also think it is a struggle to get comfortable with yourself as a trusted advisor for someone. It is important to heed any advice given to you by those more experienced in the industry and to trust yourself. If you exude confidence, no one will be able to tell it's your first year in the industry.

What do you see as your biggest strength in this industry?
I have a very outgoing personality and am a very technical person. I have a good foundation of knowledge and have been able to absorb the information quickly while simultaneously building relationships through networking and new clients.

Similarly, what is your biggest weakness? How have you addressed that weakness?
My biggest weakness has been that I am so used to working fast that I have missed over some important items from time to time. I have been consistently working on paying close attention to detail and slowing down my whole process of completing tasks. I also have struggled with the fear of presenting information that is so new to me in fear of making a mistake. I've learned everyone makes mistakes and you can't be afraid–you just need to correct them and learn from them.

Jocelyn M. Horton was featured in the January 2013 issue of AA&B. She is an account executive with ISU Insurance Services of Colorado Inc.

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Jocelyn M. Horton Continues Young Agent Discussion - nGI

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