Jenna Kirkpatrick Howard is the Senior Vice President for Lockton Companies. She is also a board member and treasurer for the Community of Hope, a non-profit focused on creating opportunities for low-income families in Washington, DC. In this episode, Jenna shares her journey from hesitantly stepping into a sales position to embracing her skills as a networker and people connector. She shares the truth behind the Lockton/Rolex legend and provides candid advice for young professionals navigating their careers.   Key Takeaways: A little bit about Jenna and her role at Lockton Companies. Jenna, at first, didn’t see herself in the production role, but with a bit of encouragement and mentorship, she jumped into the position. Because of that training, Jenna doesn’t see herself as a salesperson, she sees herself as a communicator and bridge-builder. What was the first deal Jenna ever closed and what lessons did she learn from it? With any sales position, it’s important to talk with the client and be intellectually curious. What does Jenna love the most about being in risk management? Another project Jenna is passionate about is connecting accredited female investors to commercial real estate investment opportunities. Jenna won the 2023 Women to Watch Awards Americas EMEA and shares what it was like to win an award like that for the non-profit sector. Is it true that you are gifted a Rolex after ten years of working for Lockton? Jenna shares advice if you’re early in your career and you’ve been laid off and fired. Whatever happens, own up to your mistakes. Don’t try to bury it because it will make it so much worse. What other advice does Jenna have for young risk professionals? The insurance industry has so many options for you! Don’t underestimate the power of your young adult relationships in the industry. Everyone will be going on to do great things after 25-plus years in the industry and will become a wealth of knowledge, opportunities, and inspiration.   Mentioned in This Episode: RIMS — San Diego Event Jenna on LinkedIn Lockton.com Communityofhopedc.org