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In this episode of the Benefits Broker Boost Podcast, Adam Smith sits down with Whitney Williamson, a producer at Trucordia. Whitney’s career trajectory is a masterclass in organic growth, moving from the service team to account management and eventually becoming a high-performing producer. Known for managing a staggering 178 accounts simultaneously while maintaining a 98% retention rate , Whitney discusses how she leveraged technology to handle high-volume workloads without sacrificing the human touch. The conversation explores the strategic advantages of having a "backend" perspective when selling "frontend" solutions and how leadership in the trenches builds lasting client trust.
Whitney’s transition to a producer role was fueled by years of experience in the operational weeds, starting with basic enrollments and terminations. This background provides her with a unique "moat" because she refuses to over-promise. "I will never oversell, like over-promise something," Whitney explains. "Because I've been on the back of that where someone was sold certain expectations and then it's falling on me to like meet something that's literally impossible".
For Whitney, the close of a sale is not the finish line; it is the starting line of a long-term partnership. She views the initial sale as the "courtship" and the subsequent service as the "marriage". This mindset is essential for breaking old playbooks that prioritize volume over retention. By staying "in the weeds" and maintaining face-to-face contact, Whitney ensures her clients feel valued, which is the ultimate driver of her nearly perfect retention rate. She believes that if you aren't retaining customers, your business will stay stagnant regardless of how much you sell.
The most striking part of Whitney’s story is her ability to manage 178 accounts at once, a feat she attributes directly to moving beyond the spreadsheet. Before adopting modern tools, Whitney relied on Excel, where a single formula error could ruin hours of work. "When you're looking at spreadsheets for five, six hours, you're gonna hit the wrong button," she notes.
By leveraging smartsheeting AI, she automated the most tedious parts of the quoting process. This shift allowed her to:
A significant value add Whitney discovered was the ease of "rounding out" her book of business. By using renewal automation, she could quote additional lines of coverage like dental, vision, or hospital indemnity with just a few clicks.
"It became a habit of mine," she says. "Nope, just gonna click these, just going to include it. And it got me very comfortable having the conversation". This strategy proves that thinking outside the box does not have to be time-consuming. Whitney was able to add at least three additional lines to almost every account she managed. When the data is already organized and presented professionally, educating the client on supplemental benefits becomes a natural part of the consultation rather than a high-pressure sales pitch.
As we move through 2026, Whitney is focused on becoming a "master of self-funding". She sees education as her primary mission, helping employers understand that they do not have to be stuck in fully insured models. She describes herself as a "vigilante of insurance," dedicated to breaking the cycle of rising costs through transparency and strategy.
"I want the employers to feel so good and so confident in the benefits they're offering their people because that's going to attract and retain talent," she concludes. For the modern broker, success lies in the ability to scale smarter with AI while maintaining the deep, authentic relationships that technology enables them to protect. Whitney notes that time is the one thing we can't get back, and using these tools allows her to be a successful professional while still making time for her family.
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