When Tammy Schultz began her professional life, she didn’t picture herself in insurance. In fact, she envisioned a career chasing headlines. A journalism and advertising major from South Dakota State University, Schultz was drawn to the media world because of her natural curiosity and her love of storytelling.
“Journalism teaches you to ask questions, to learn constantly, and then to share that knowledge in a way that helps people form their own opinions,” she told Insurance Business. “I loved being able to tell stories that mattered.”
Yet, as often happens, life had other plans. What started as an entry-level role in insurance turned into a decades-long career that would see Schultz (pictured) rise through the ranks to become executive vice president and chief sales and marketing officer at TruStage.
Rather than seeing insurance as a detour, Schultz credits her journalism roots for her success in the indsutry. While many of her peers came to the industry through finance or business paths, she brought with her the instincts of a storyteller.
“Being a journalist made me curious, made me listen, and made me communicate clearly,” she said. “As a leader, those skills are invaluable. Whether you’re inspiring a team, building a brand, or speaking to customers, it all comes down to storytelling.”
Schultz is quick to admit that insurance wasn’t her first choice. Her first role distributing direct mail leads to sales agents was far from glamorous, but it gave her an early glimpse into how the industry operates.
“I used to joke that I was the Salesforce before Salesforce existed,” she said. “Over the years, I moved up through different ranks and sat in a lot of different seats. I’d call myself a generalist.”
As she explored roles across corporate development, sales, operations, and customer service, something clicked.
“At TruStage, with different types of insurance products, we help people keep their homes, keep their cars if they lose a job, so they can get to interviews or cancer treatments, or leave life insurance to help with medical bills, pay off the house, or leave a legacy,” Schultz said. “I fell into insurance by accident, but I stayed on purpose.”
The insurance sector, often perceived as dry or transactional, actually thrives on stories, Schultz said: those of families securing their futures, of individuals protecting their homes, of people finding stability after hardship.
She said her own upbringing on a South Dakota farm, where her family sometimes struggled financially, gave her a personal lens through which to view the industry’s impact.
“In the Preplanning Solutions business, we helped people plan their funerals in advance. You help people every day. I’d get letters from people thanking me for the products we offered. I thought, ‘I offered the product, but you made the payments that helped your family.’”
As Schultz’s career advanced, she embraced opportunities to learn new aspects of the business. That willingness to adapt, a trait she honed in the fast-paced world of journalism, has proven essential.
“In journalism, you’re curious by nature. We like to ask a lot of questions, we like to learn, and I love teaching people what I learned and letting them form their own opinions,” Schultz said. “You become a really good storyteller. Whether in everyday life, as a leader, in marketing, or in sales, being a journalist helped me throughout my entire career.”
She sees the rise of artificial intelligence as the next great shift, one that will reshape the workforce while still requiring a human perspective.
“We’re all using it in our personal and professional lives, but we have to combine data analytics with strategic thinking,” Schultz said. “Data can give insights, but telling the story is hard to replicate – that’s the human part.”
Looking back, Schultz believes her transition from journalism to insurance holds lessons for today’s young insurance professionals.
First, she said, don’t dismiss industries that don’t look “glamorous.” “People don’t always see insurance as cool; they want Apple or Tesla. But there are so many roles in insurance. My advice is that it’s okay to stay and try different things.”
Second, trust your voice. “At university, studying journalism, you realize you have an opinion and something to share. Always know your North Star and values, and don’t be afraid to speak up,” she said.
Finally, embrace continuous learning. “Learn, unlearn, and relearn,” Schutlz said. “We used to measure reading, writing, and math; today it’s about adaptability. In the last few years, I’ve had to do that multiple times.”
Schultz is sharing her career journey and insights as a panelist at the Women in Insurance Summit in New York on Oct. 27.
Now in its eighth year, this must-attend event unites professionals across the industry to empower women, celebrate leadership, and explore the future of insurance. From mastering career transitions to navigating AI, attendees will gain actionable strategies for building influence, advancing their careers, and leading with authenticity.
Highlights include:
Don’t miss the chance to connect, learn, and shape a more inclusive future for insurance. Reserve your place now: Register for the Women in Insurance Summit New York 2025.
