Josh Goodman
Owner
J. Goodman Insurance Agency, Olathe, Kan.

Years at company: 4

College: Kansas State '06

What is your mantra for success?
Integrity, hard work and determination create opportunities. Stay focused on doing what is best for the customer and the business will flourish.

What are your future goals in this industry?
One future goal is showing the industry that the independent agent system is flourishing. I hope to create a business model that brings more value to the independent agent. Being the sole owner with no debt proves to insurance carriers and vendors that this independent agency has leverage from a strong balance sheet and productive agency workflows. This will allow my agency to contract with the best carriers, get the most commissions and obtain the best prices and products from vendors.

Why did you decide to open your own agency?
I started my independent agency at the beginning of 2010. I was 25 with four years' experience. I investigated signing onto an agency cluster or staying on the captive side. Neither of those options gave me the freedom to grow the business the way I want. We wrote more than $1 million annual gross premium within three years.

What advice to do you have for struggling Gen Ys?
I have seen Gen Ys rely too much on technology. Learn and apply solid business foundation principles (face-to-face selling, integrity, offering competitive premiums). Technology can change in months or years, but those principles for success were formed over decades. Ensure that technology is used to maximize production and grow relationships—not hinder your business.

What legislative issues interest you?
I am always interested in reading and discussing workers' compensation laws for various states. I am licensed in many different states and workers' comp laws can be quite different from state to state and change frequently.

What sales strategies work for you?
Having a broad marketing plan and making sure all components of that plan are used effectively. Cold calls, networking, captive agents, community involvement, client referrals and social media are a few that we use. Social media can be a useful tool in a broader marketing strategy but it has never analyzed a client's insurance exposure, proposed coverage solutions, submitted an application or sold a policy.

Special Reports /

Profiling Insurance Pros Under 40: Josh Goodman, Olathe, Kan.

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