Maria Metcalfe, CIC, CISR Elite

Bellevue Insurance Services, LLC, Wilmington, DE

Account Executive

Age: 40

Years in Industry: 13.5

How did you get your start in the insurance industry?

I graduated from college with a degree in sports management and had hopes of working for one of the Philadelphia professional sports teams. The only jobs available were in entry-level ticket sales and that did not really appeal to me. I ended up at a student loan consolidation company, but right before the recession started, I was laid off.

My neighbor asked if I had ever thought of working in insurance. She worked at an insurance agency and said there was stability and significant career opportunities in the field. She reviewed what I would have to do to get my insurance license and lent me her insurance books. I studied for and passed my P&C licensing exam.

Eventually, a temp agency hired me for a temp position as an account executive with Bellevue Insurance Services. Lee [Dotson], the agency owner, looked at my situation as positive. He could teach me how he wanted things done, so he gave me a chance to prove myself.

What does your typical workday look like?

This was one of the questions I asked when I interviewed with Bellevue. Lee chuckled and said there was no such thing. That still rings true today.

One constant part of my day is meeting with Lee every morning. We discuss what we have going on that day, review new and renewal accounts we’re working on, and decide how best to handle any issues. After the meeting, I check my voicemails and new emails and handle anything that is urgent. Then I work on the follow-ups for the day in my management system. I spend most of my day servicing new and existing accounts, but at any point this could change on a dime. I end my day with compiling a to-do list for the next day.

Definitely the clients that I work with. I love helping people. Our industry is based on service, and that is something that gives me fulfillment every day. Each day is different because all my clients are so different. It keeps me challenged to know how to communicate and work with all different kinds of people.

What’s the best professional advice you’ve received?

There is a quote, “If you don’t know where you’re going, any road will take you there.”

You need to have a plan for what you want in life. Having a plan and setting goals are your roadmap to success – your personal GPS.

I set professional and personal goals for myself every year. They are written down and kept on file in the office. When you put pen to paper, you become accountable for your goals. On those not-so-easy days, you remember what your plan is and what you are working toward, and it helps push you to the finish line.

What professional accomplishment are you most proud of?

I am very honored and humbled to receive the Young Agent Award. Besides this award, my CIC designation is the professional accomplishment I am most proud of. I set a goal to complete my CIC designation within two years, which I did. Those three initials are a big deal to me.

Where do you see yourself in 10 years?

I love what I do and want to remain on the agency side servicing and writing accounts. I have been so fortunate to have a mentor that has shaped my career to where it is today. I would someday like to pay that forward and work with younger agents as a mentor.

What tips would you share with someone just starting out in our industry?

Find someone in the business who has the heart of a teacher who you can learn from. Someone who will not only teach you about insurance principles and coverages but also how to develop relationships with clients and carriers. That is priceless in this industry. I have been so lucky to have had this from the beginning of my career with my agency principal.

I would also encourage them to take advantage of all the educational opportunities that are available. My mentor was a driving force behind me pursuing my designations, especially my CIC. We are required to have continuing education credits for our license, so why not make the most of it by selecting a designation that you can work toward? It not only adds value to you, but it adds value to your agency or company as well.

Lastly, I would say to find something that sets you apart from your competition. Be willing to go that little extra mile to provide a unique service to your client. They will remember it.

If you weren’t working in insurance, what would be your dream job?

I love football, especially the Philadelphia Eagles. I would love to work in a front-office position with the Eagles that deals with affluent season ticketholder gameday experiences. I also love high-end designer handbags and have quite a few in my collection. I would love to work for one of the major fashion houses, like Gucci, Louis Vuitton, or Versace, on their creative design team designing handbags.