Agent at State Farm Mutual Automobile Insurance Company
Army master sergeant goes from targeting the enemy to targeting potential customers as a State Farm agent.
by Warren Duffie

Charlie Adams doesn’t seem like the type who’s easily scared.

Friendly and warm-spoken, this former master sergeant spent the first half of his Army career handling artillery capable of massive destruction. The second part of his career consisted of recruiting duties — requiring him to approach strangers about military service and calm the worries of them and their parents.

As confident as he was, however, when it was time to retire from the Army, fear was the order of the day: “Man, I was really scared to death. I didn’t think I had anything to offer civilian employers. I never had another job. I mean, how many companies are looking for field artillery specialists?”

But what Adams did have was extensive leadership training, combined with time-management skills and a desire to succeed. And succeed he has, as a top-tier agent with State Farm Mutual Automobile Insurance Company.

On the Job
With offices in Lafayette and Hartsville, Tenn. — 17 miles apart — Adams has a staff of four full-time and two part-time employees, a client base of 4,600 and, bottom line reflecting spectacular earnings. (Though he wouldn’t share exact figures, Adams is part of State Farm’s President’s Club, composed of the company’s top-selling agents nationwide.)

The 20-year military veteran typically arrives at one of his offices at 8 a.m., going through the previous night’s reports to see if he must to respond to any claims. He then attends appointments with current and potential customers before hitting the road to drum up new business and promote his insurance and financial services.

“My time as a recruiter really prepared me well for an insurance career,” Adams says. “Back then, I was working an average of 80 hours a week and had to master the art of closing a deal – skills that help make a good insurance agent.”

A Company that is There for You
It is cliché, but State Farm really is there … and everywhere else for that matter. The leading personal lines property/casualty company, State Farm Mutual Automobile Insurance Company is America’s No. 1 provider of auto insurance. It is also the leading home insurer and offers non-medical health and life insurance through its subsidiary companies.

State Farm has grown to include more than 80,000 employees and over 16,000 agents servicing 71.6 million policies in the United States and Canada. In just over 80 years, State Farm Insurance has grown from a small farm mutual auto insurer to one of the world’s largest financial institutions. In addition, nearly 3,000 of its employees have military backgrounds.

State Farm offers a competitive starting salary and bonus potential — as well as comprehensive benefits such as medical, dental, life, long-term care, long-term disability, accidental death & dismemberment, and vision insurance.

And, most important, what really sold Adams on the company is the chance to develop a strong entrepreneurial spirit: “Your training to be an agent is much like that of a business franchisee. As an agent, you’re basically running your business, so your success is dependent on your drive and work ethic. That really appealed to me.”

In Uniform
A native of Robertsdale, Ala., Adams enlisted in the Army in 1985. He attended basic training and artillery school at Fort, Sill. Okla. During his career, Adams served in North Carolina, Germany, Louisiana, and Alabama.

In the late 1990s, Adams was assigned to recruiting duty — an attractive move since he had advanced as far as he could in the artillery arena. But despite evolving into one of the Army’s top recruiters, by 2005 he was ready for civilian life.

“I wanted to start my career while I was still young,” Adams says. “Besides, I always had the sense that I could make a lot of money one day. I knew that wasn’t going to happen in the Army.”

While taking ACAP classes, Adams was told by a friend to visit a local State Farm office and investigate career opportunities. He was immediately impressed by the company’s atmosphere of camaraderie and team spirit, as well as its commitment to “doing the right thing.”

He was soon brought into State Farm’s six-month agent-training program — at his military salary — which covered getting licensed, how to respond to claims, and the intricacies of various insurance such as auto, health, and homeowners. “It was like an Army leadership course.”

The training has paid off enormously: “The income potential is amazing. I can really provide a wonderful life for my family. Also, your career path is unlimited. As an agent, you can grow your business as large as you want. You just need to harness the discipline, training and pride the military instilled in you.”

Adams’ Advice

• Start your job search early.
• Do you homework on what industry and company you want to work for.
• Seek a mentor who can provide advice and help you get established.