The Work is Rewarding, Are You Up for the Challenge?

From underwriter to industry leader, Ryan Burns chatted with us about his career choices and cannabis insurance.

1. How did you break into the cannabis industry?

It is simple—I read the Cannabis Act/ACMPR Regulations. The knowledge helped me formulate discussions with potential clients and build credibility in a new, emerging industry.

I also had tremendous support from my leaders and colleagues, who not only encouraged me to explore but also gave me incredible resources to make things happen. I feel grateful and excited to be able to advocate for the cannabis industry.

2. What do you love most about your role?

Getting to know people from different walks of life keeps this job very interesting. I also love the freedom of my role. It’s almost like running a small business within my company. Together with my team, we built our cannabis insurance offerings from the ground up and we continue to grow this segment of the market. It’s incredibly empowering and rewarding.

3. What’s the biggest challenge of your job?

Finding out what drives my client’s decision-making is always tough. Each case is different. It takes time, thoughtful planning with the team, and a whole lot of listening to figure out where we can bring the most value to our clients.

4. In addition to listening, what’s one thing you do to stay ahead of the curve?

Arm myself with knowledge. You can never over-prepare. I set Google alerts about industry news and my clients’ companies. I ask many questions when I go to meet them.

When they realize you know what you’re talking about and not just selling them a piece of paper, you can build trust and long-last relationships.

5. Do you have any advice to people who want to break into a new field?

Start with learning something very small about the field. If you like it, keep going. If not, try something else. But don’t give up easily.

I used to get really nervous talking in front of people. To overcome that, I set a goal for myself—do one major public speaking every year. I stuck to this plan. And the more I spoke, the more comfortable I got. So I’d suggest starting with one small challenge when you learn a new thing. You will be surprised to see what you are capable of.