Tara Khodaparast (pictured), an account executive at Connect Insurance Inc., understands that commercial insurance isn’t just about policies – it’s about relationships. In a competitive and ever-evolving Canadian market, she prioritizes educating clients, personalizing coverage, and building trust to help businesses feel secure in their insurance decisions.
"When I build strong relationships with my clients, I really try to make informed decisions for them," she told Insurance Business. "Most of the time, let's say someone is calling for business quotes, there's a lot of questions to ask them. It's not just, ‘oh, here is your brief quote’. It goes deeper than that. You must ask for risk management. What kind of operations are going on in your business? The safety? Custom packages – has there been a claim?
“Each client has a unique need for each business, right? So, maintaining open and consistent communication, ensuring that they feel valued and supported as well, I feel like it fosters confidence and trust in navigating their insurance options."
Beyond just offering policies, Khodaparast makes it a priority to understand the industries she serves. Something which doesn’t go unnoticed in today’s increasingly complex regulatory-led market.
“Especially when it comes to clients' businesses, I do research their industry, and I like to familiarize myself with the risks and deal with solutions that I can add on for them," she said. "Asking the right questions – what their business operations are, the goals, the challenges that they overcome or have to deal with. This helps identify coverages for me, and also attends to what they're looking for, for their business."
The insurance market presents challenges, particularly in the form of increasing competition. Brokers must constantly adapt their strategies to stay ahead.
“Nowadays, in the insurance market, the biggest challenge is competition," she told IB. "Once that competition happens, I have to focus on shifting my clients' expectations as well and adapting to those changes, knowing that there could be someone else that they're talking to that could be giving, you know, a lower price or different coverages – or even if they like them better.
"To stay ahead, I like to focus on building a genuine client relationship through personalized service and education, so it helps clients feel confident in their decision.”
Khodaparast believes that strong client relationships help her navigate the complexities of the industry.
"These kinds of strategies, they leverage me and help me navigate through all the hard market conditions - the risk, the insurance costs, and changes insurance companies always bring up every here and there.”
She also recognizes the growing role of technology in streamlining insurance processes, but warns against losing the human touch.
"Especially nowadays, everyone's using technology, and, you know, a lot of people just like to have the easy way – just get insurance and go," she said. "But building client trust, [that’s] the most worthwhile, better and exceptional service, because it's showing the value of insurance during these critical moments.”
And, as someone who has quickly risen in the industry and achieved recognition, Khodaparast offered advice for aspiring brokers looking to build a successful career.
"My advice is to focus on building relationships, staying adaptable, and prioritizing continuous learning," she said. "Taking the time to understand our clients' needs and provide personalized solutions makes them appreciate and care and trust you more. And the more that you bring to the table, the more that the person will feel comfortable in engaging with someone.”
She also highlighted the importance of digital presence in today's market.
“Engaging on social media [helps build] that trust. If someone calls you, they want to make sure they're calling someone that actually is from a reputable place, or if they have reputable insurance companies that they're working with,” she said.
“So putting yourself online on social media, whether it be LinkedIn, Instagram, just really showcases yourself. Invest in your personal growth. By registering in courses and taking more certifications—because the more knowledge you gain, the more value you can offer."
She stressed that a fulfilling career in insurance is about balancing professional development with authenticity.
"Overall, a meaningful career comes from having balance and being authentic as yourself – so coming forward as yourself first, then the rest of everything else kind of flows in as you're dealing and talking to your clients."
