“Insurance found me,” says industry award winner

Jason Court didn’t ‘fall into insurance,’ as the expression often goes. Rather, “insurance found me,” he says.

After graduating from the University of New Brunswick, with aspirations to enter human resources, Court took a position as an insurance analyst, hoping that it would be a stepping-stone into HR.

“However, once I quickly discovered the insurance industry’s vast growth opportunities and realized its resilience against both pandemics and recessions, I decided to fully commit to building a rewarding career in this field,” Court, senior business development manager at Travelers Canada, tells Canadian Underwriter.

Court is one of six winners of the Insurance Institute of Canada’s 2025 National Leadership Awards in the Emerging Leaders category.

When he talks about careers in insurance, Court advocates for joining the industry for two compelling reasons.

“First is the higher purpose of our industry, which is to help businesses and individuals become more resilient,” he says. “Second is the remarkable group of people who make it so special. I’ve had the privilege of cultivating numerous friendships across Atlantic Canada and nationally, which adds a unique and rewarding dimension.”

He tells the Insurance Institute there is no typical day in business development, “which is perhaps the most typical aspect of it.

“My territory spans 488,000 square kilometres across Atlantic Canada,” Court says in the latest edition of the Institute’s The Pace newsletter. “I start my day driving a couple of hours while making phone calls to prepare for meetings with broker principals to discuss monthly results.

“I meet with producers to pipeline middle market accounts, collaborate with internal partners to plan and prioritize new business submissions, and perhaps end the workday attending an evening industry event,” he says. “I also have virtual monthly meetings with one of my mentors.”

Court advises new insurance professionals to focus on building their brand through attendance of industry events, “stepping out of their comfort zone,” and connecting with organizations like the Institute, broker associations, and insurance professional associations. “Networking is crucial, as you never know when someone will remember you and reach out with an opportunity.”

Shifting perception

Court is seeing a change in the way commercial lines clients view insurance, as business owners manage an increasingly complex risk landscape. “This is helping shift the perception of insurance from a business-as-usual annual purchase to a strategic business enabler.”

Still commercial insurance will always be a relationship-driven business, whether it’s between the customer and the broker, or the broker and the carrier, Court says.

“That said, embracing new technology to help speed up processes and improve efficiency can strengthen these relationships by allowing professionals to focus on what truly matters: personalized client engagement and service.”