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When I entered insurance, I didn't see a slow industry. I saw one that was just beginning its real modernization.
Yes, it's true that my first internship involved old-fashioned paper binders and spreadsheets. While that may sound like a rather unglamorous start, the experience at a managing general agent (MGA) changed every preconceived notion I had about insurance.
The most inspiring part was watching my mom, who was the head of underwriting for the company at the time. She interacted with executives, flew across the country to meet clients, and was passionate about the programs she built. She showed me that insurance was not just about policy and risk. It's about people and building relationships.
That's why, seven years ago, I chose insurance. I saw the opportunity to play a part in the industry's evolution. I hope my experience encourages other young professionals to follow a similar path.
From sports marketing to insurtech
In college, I aspired to work in sports marketing. I interned with the Philadelphia Phillies and worked with the Penn State football team. Later, as I began considering career options, I kept hearing my mom's voice in my head. She always said I'd be good at sales. All I could picture was a pushy salesperson on a used car lot.
The more I learned about business, however, the more I realized the two aspects of sports marketing I liked most — the creativity and the competitiveness — could dovetail into a sales career. Today, as the senior sales executive for INSTANDA, a fully-configured digital platform for MGAs and carriers, I'm part of a team working toward a goal, just like a sports team. And I'm using my creativity to help carriers and MGAs innovate to adapt, scale and create efficiencies all while ensuring exceptional customer experience.
An industry in transition
Before insurance, I worked with one of the world's largest tech companies. There, I sold into diversified industries that were already deep into their digital transformations. I knew insurers could derive the same benefits from technology.
Yet even as our industry rapidly evolves in an AI-centered world, I'm struck by how relationship-driven insurance remains. Personal interaction remains the heart of our business, and the more time people spend online, the more they crave in-person moments.
For these reasons, I believe there will always be a human element to insurance, both from a sales and a policyholder perspective. When customers need help in a time of crisis, they will turn to people — not bots — for help, and that is what we are privileged to provide.
Mentoring the next generation
Another interesting aspect of insurance is the vast institutional knowledge held by the leaders within so many organizations. To attract and empower younger workers, our industry must pass on that knowledge to new generations. Mentorship will be key.
When I first started in insurtech, my manager gave me a book on insurance. It helped, but I personally learned more by stepping up to the plate and getting as many "at bats" as possible. That meant listening in on conversations, sitting in on meetings and being a fly on the wall.
While tools like AI can help younger workers answer the basic questions, I used to ask my mom — like what is a loss ratio — mentorship is needed to pass on technical knowledge. One way we accomplish this at INSTANDA is through "Insurance 101" classes. They provide a judgement-free forum where newer employees can ask questions, helping ease their learning curve and boosting their confidence.
Reshaping common misconceptions
While I had the benefit of having a mom who showed me what an insurance career could look like, other young people don't have an eye into the industry. Unfortunately, many people I went to college with still believe insurance is a slow-to-evolve industry. Some don't even understand the basics of what is in an insurance policy.
To change these perceptions, I'd like to see more P&C insurers participate in college career fairs. This was sorely lacking when I studied at Penn State. I'd also love to see colleges integrate risk analysis and insurance classes into their general education curricula. Teaching these foundational skills will expose more students to the value of insurance as a career.
Achieving career advancement
Toward the end of 2024, before even turning 30, I achieved a career goal: closing the largest North American client in my company's history. I can envision a leadership role in my future, coaching others new to the industry who want to fine-tune their sales skills. Yet I also genuinely enjoy being an individual contributor.
For me, insurance has been the perfect fit – the right blend of a people-first mentality and a focus on innovation. My advice to other young professionals seeking an insurance career: Enter with a genuine curiosity about the business, ask thought-provoking questions, and build up your communication skills. Doing so will take you farther than you ever thought possible while you help to redefine the future of a critical industry.
Tori Sarmiento is a senior sales executive at INSTANDA, a cloud-native intelligent policy administration platform that enables carriers and MGAs to build, manage and distribute products with exceptional agility.
Opinions shared in this piece are the author's own.
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