Are you thinking about making a career change? Deciding to leave a familiar job or company can be uncomfortable, but sometimes, one door closing means a window of opportunity is opening. For Terry Smith, his professional path was altered by the COVID-19 pandemic. Before he joined the insurance industry, Smith built a car lot, a repair shop, and a finance company from scratch. Being a business owner allowed Smith to develop his entrepreneurial skills while helping people rebuild their lives. When the pandemic hit, Smith had to contend with a new reality—one that impacted his views on employment.
“The pandemic took away a lot of the enjoyment and personal connection I used to find in that work,” Smith says. “I realized I wanted a new path—something stable, people-focused, and meaningful.”
Insurance offered all of that and more. Today, Smith is a Farmers Insurance® agency owner in Michigan.
“My decision wasn’t just about switching industries,” he explains. “It was about finding a way to help families and individuals protect their futures while building a business that could weather any storm.”
Here, Smith shares why he’s excited about his work, how his staff has contributed to his agency’s growth, and advice for those hoping to become full-time agency owners.
Tell us about your career journey. What led you to open your agency, and how did you know that Farmers would be a good fit?
When I decided to make a career change, I knew I wanted ownership over what I was building. Also, I had a great district manager who showed me the long-term vision, the support network, and what success could look like. Even though it’s a captive agency model, Farmers offers flexible coverage options, including alterative options available through Kraft Lake Insurance Agency, Inc. Add that to the strength of the Farmers brand, and it felt like the perfect balance of entrepreneurship, support, and ability to make a difference for the people we serve.
What are your core responsibilities as an agency owner? Why does this work excite or inspire you?
My main responsibility is to lead by example—to build something that uplifts everyone around me. I guide the team, help them develop their skills and set the vision for where we’re going. I’m continuously inspired by seeing the people around me succeed. Watching a team member grow into a confident, skilled professional or seeing a customer understand their coverage and feel secure is the real win.
We focus on developing our team because when they’re sharp, confident, and educated, customers are too. Helping good people achieve great things is what fires me up every day.
You’ve owned your agency for more than three years. How have your staffing needs changed or evolved throughout your journey thus far? How has your staff contributed to your agency’s impressive growth?
When I first opened, the goal was simple: find people who could help keep the lights on. Now, we’re much more strategic. We look for people who want to build careers. As we’ve grown, we’ve had to tighten our standards, develop clearer training, and invest in leadership development. The staff has been everything to our success. They’re the voice customers hear, solving problems behind the scenes, and the ones who turn a good experience into a great one. We’re growing because of what we do together.
What do you look for in candidates when hiring? What skills and traits do you feel are needed to thrive at your agency and in the insurance industry?
Character is number one. You can’t train someone to have integrity, but you can teach them the technical side of insurance. I look for coachability, grit, communication skills, and a strong internal drive. Insurance can be a tough field because you have to deal with rejection, manage detailed work, and stay motivated through ups and downs. I want resilient people who can think critically and care about helping others. If someone’s organized, honest, motivated, and willing to learn, they can thrive and build something amazing.
We understand that you were a graduate of the Protégé Agency Producer Program. What was the process like, and how did the program prepare you for the demands and duties of being a full-time agency owner?
Coming into Protégé, I had experience building businesses and understanding what it takes to launch a startup. I approached the program differently than someone who was brand new to entrepreneurship. I focused on learning insurance inside and out. I wanted to understand not just the products, but also the operations, the costs, and the key factors that drive a successful agency. Protégé showed me that the workload in the early years would be heavy—no shortcuts, no easy wins—but it also reinforced that the long-term rewards were worth it. That clarity helped me start my agency fully prepared, with the right mindset to build something strong and lasting.
Some of your current and former staff members also participated in the Protégé Agency Producer Program—and have even become agency owners. What has that journey been like for them and you?
Watching a Protégé grow into an agency owner is one of the most rewarding—and toughest—parts of this business. Good Protégés know that success doesn’t come from focusing on making sales. They focus on educating people, which is what we teach at our agency. It’s not about selling the cheapest policy to close a deal. When a Protégé leaves, it’s hard because they’re often some of our strongest, most driven team members. At the same time, it’s incredible to watch them succeed, know we played a role in their growth, and see them carry that mission forward.
How have you grown or evolved as a leader, and how have the lessons you’ve learned impacted your approach to leadership?
When I first started, I thought leadership meant doing it all yourself and leading strictly by example. Over time, I realized true leadership is about building other leaders. Leaders should set clear expectations, give people the tools they need, hold them accountable, and trust them to rise to the occasion.
I’ve also learned that tough conversations, when handled right, can build respect and growth. Today, I focus more on coaching, supporting, and empowering the team. Leadership is about helping others become their best.
What advice would you give to those hoping to make a career pivot like you did? What skills do they need to thrive as a Farmers agency owner?
First, bet on yourself and be ready to back it up with real work. Resilience, coachability, organization, and discipline are critical. If you want to thrive as an agency owner, you need to be someone who can handle setbacks, stay focused on the bigger picture, and genuinely care about helping people. Building an agency is not an overnight success story. It’s about laying bricks every day. If you’re committed, adaptable, and open to learning, it’s one of the most rewarding journeys you can take.
What does the future look like for your agency? What goals do you hope to achieve in the next few years for you and your staff?
The future looks incredibly bright. We’re focused on continued growth in the number of families and businesses we serve, and in the strength of our team. I want to open additional office locations, continue developing top-tier producers, and position our agency as the premier Farmers agency in southwest Michigan. For my staff, I aim to create even more opportunities for advancement, leadership roles, and professional development. I’m excited to keep building something that lasts: an agency that sets the standard for service, integrity, and real community impact.