How to Talk About Your Book of Business in an Interview

How to Talk About Your Book of Business in an Interview

If you’re an account manager, account executive, or producer, your book of business is one of the first things a hiring agency will ask about. How you describe it can shape the entire interview.

Know your numbers
Before the interview, be ready to discuss:

• Total premium or revenue you manage or produce
• Number of accounts
• Typical account size
• Lines of business and industries served
• Retention rate
• New business written, if applicable

Approximate figures are fine. Being prepared shows that you understand your book and take your work seriously.

Be clear about your role
Hiring managers want to know how you built or managed your book. Did you write the business yourself, inherit it, or share it with a producer? Were you the main client contact? Were you responsible for marketing and renewals? A clear, honest description is more valuable than overstating your role.

Talk about how, not just how much
Numbers tell part of the story. Explain how you retained clients through difficult renewals, how you grew accounts, or how you managed a heavy workload. Specific examples make your experience easier to picture.

Protect client confidentiality
Don’t share client names, lists, or detailed account information. Speaking in general terms is standard, such as “a mid-sized manufacturing account with a complex property schedule.” It also shows the kind of discretion future employers value.

Know your agreements
If you have a non-solicitation or non-compete agreement, know what it says before you interview. Agencies will ask, and being prepared helps the conversation. If you’re unsure how your agreement applies, consider having an employment attorney review it.

Ask your own questions
Use the interview to learn how the agency would support your book, including service staff, markets, and resources. The right move should help you grow what you’ve built.