There is a better way...
I’ve spent almost 18 years in the captive or direct writer side of the insurance business. I’ve worked in leadership positions at multiple companies and saw they were all doing the same thing…putting more and more work and expense on the agent, and expecting more production in return. In an effort to be great at everything, they became good at nothing. Companies expected agents to sell all product lines regardless of training, ability, market, or desire. Unfortunately, I saw great agents fired because they didn’t sell enough of a specific product.
I saw young, future agents with tons of potential forced out of the business because the company didn’t think they sold enough "friends and family" within the first 90 days of their career. I could tell you story after story of missed opportunities and wasted talent the companies threw away because the agent didn’t fit their perfect model. The problem wasn’t the agent, it was the model…it just didn’t make sense. Instead of making systems easier for agents to sell policies, and teaching agents how to become good business owners, companies became more focused on recruiting the next agent. Never mind the agents they already had…the focus was to grow more agents, rather than grow more market share. I knew there was a better business model…the independent agency.
One option to consider is whether to join a "cluster" or "aggregator" group. Oftentimes for a fee, agents can join a group to get appointed with companies they normally wouldn’t be able to attain on their own. Usually that comes at a price paid in membership fees, split commissions, buy-outs, and loss of ownership of their agency. I considered this option for myself, but couldn’t justify investing so much time, energy, and money into something I didn’t own. Again, the model didn’t make sense for me.
On June 30th, 2009, Insurance Producers Network was founded. I am proud to say we represent some of the top companies and work with some of the best producers in the industry. I welcome your call to discuss if IPN is the right fit for you. I look forward to hearing from you.
Best wishes and much success!
Founder & CEO