Captive Newbie with Yet Another Question

blaze1x · 09-16-2007, 01:46 PM

I've tried to backtrack through older posts and find out the answer to this next question, but no dice. Here's the question:

As a captive agent, I'm only able to offer one product (Assurant). Now I know that I don't work for the insurance company, so what I'm confused about is this: Why not offer the other insurance plans out there like Blue Cross or Aetna or Humana, etc? I know what I'm taught, that the other companies all put out crap insurance and that as soon as there is a better product we'll sell it......

But seriously, why would my brokerage risk losing all that potential money by not offering a cheaper product for the people with shallow pockets?

Thanks

MHart · 09-16-2007, 02:04 PM

Can't speak for your state but Blue Cross, and Aetna do not have General Agent contracts in california so you cannot get overrides. I am curious to see if you are truly captive or if that is the reason. Now if you work for a P and C agency then that could be the reason for example State Farm that has an agreement with Assurant. Hope this helps.

blaze1x · 09-16-2007, 03:30 PM

Originally Posted by MHart

Can't speak for your state but Blue Cross, and Aetna do not have General Agent contracts in california so you cannot get overrides. I am curious to see if you are truly captive or if that is the reason. Now if you work for a P and C agency then that could be the reason for example State Farm that has an agreement with Assurant. Hope this helps.

I was more realistically thinking of the Humana and Golden Rule's of the world.

newmindfashion · 09-17-2007, 06:30 AM

Blaze,
Get appointed with these companies yourself and offer them along with Assurant. How can there be an agency (other than State Farm as MHart mentioned) where you can only sell Assurant? I've never even heard of that...

How would they even know you have other companies?

David C · 09-17-2007, 10:35 AM

Newmindfashion, In Georgia anyone can go to the insurance commissioners website, type in an agents name and see all the companies he's appointed with, and who he HAS been appointed with.

newmindfashion · 09-17-2007, 10:38 AM

My state has the same thing which makes my question look fairly stupid.

Are there really agencies (other than the State Farm connection) that are having people sign off on only being able to sell Assurant and that's it?

The MGAs I'm familiar with don't push total captivity.

coop · 09-17-2007, 04:19 PM

Most companies go by the system " Do one thing and do it well " but i've found that its just a case not wanting to give the agents to many things to learn. The good thing is that by doing that it leaves a TON of business on the table for me and my agents

Consultant · 09-17-2007, 04:38 PM

Oh ooh.. and mine... but we like Assurant

Too bad your captive; Mega might have been a better choice - yes their plans are horrible but there's no way your manager would let you go on this forum.

He'd be hounding you like a dog and you would be making quite a lot of money and wouldn't worry selling one plan. You took a bite of the broker apple and I'm assuming it's hurting your business. Assurant is Awesome - Go sell it!

blaze1x · 09-17-2007, 07:07 PM

Originally Posted by Consultant

Oh ooh.. and mine... but we like Assurant

Too bad your captive; Mega might have been a better choice - yes their plans are horrible but there's no way your manager would let you go on this forum.

He'd be hounding you like a dog and you would be making quite a lot of money and wouldn't worry selling one plan. You took a bite of the broker apple and I'm assuming it's hurting your business. Assurant is Awesome - Go sell it!

Not doing bad on the money end, I'm just trying to understand the reasoning behind only selling one plan.

newmindfashion · 09-18-2007, 08:28 AM

Blaze,
You're a professional insurance agent. Offering only one product gives you less credibility with customers. At the very least, establish a commission splitting arrangement with a true independent agent for people you can't help or those that just don't like Assurant's plan offerings so you're not leaving as-earned income on the table.

Part of what we do is building renewal income. I'd also recommend you cap how much you're getting advanced from Assurant and recommend you try to get paid directly by the company.

Read your contract carefully. How captive are you in reality? You may only have to prioritize showing Assurant first and then the other carriers and may have followed the contract provisions.

blaze1x · 09-18-2007, 08:18 PM

The advice I've gotten makes sense, and I'll probably follow up on some of the ideas. But, and this is important, I think the answer to my original question seems to be that the reason why insurance brokerages only offer one product is because they want to make sure that the agents they hire are intimately familiar with the one plan. Is that right? And yes, I understand that the more you offer the better you're able to grow a business, but I'm dealing with a company that doesn't do that and certainly they're in business to make money. So...why deny themselves the opportunity to broaden their client base and make more money?

senior-advisor-indiana · 09-20-2007, 02:00 AM

Why ask why? Maybe your upline gets the biggest override from Assurant.

James · 09-20-2007, 02:11 AM

Originally Posted by blaze1x

I've tried to backtrack through older posts and find out the answer to this next question, but no dice. Here's the question:

As a captive agent, I'm only able to offer one product (Assurant). Now I know that I don't work for the insurance company, so what I'm confused about is this: Why not offer the other insurance plans out there like Blue Cross or Aetna or Humana, etc? I know what I'm taught, that the other companies all put out crap insurance and that as soon as there is a better product we'll sell it......

But seriously, why would my brokerage risk losing all that potential money by not offering a cheaper product for the people with shallow pockets?

Thanks

Some companies like NML believe in their product and will only allow you too sell their product. Other companies like NYL will allow you too sell only approved Health carrier and that is it! I'm sure other businesses are similiar in nature. It is called Corporate Structure and obviously you don't have to ask why, their sh't doesn't stink and not to be question. If you don't like it leave, pretty simple.

blaze1x · 09-20-2007, 07:50 PM

Originally Posted by James

Some companies like NML believe in their product and will only allow you too sell their product. Other companies like NYL will allow you too sell only approved Health carrier and that is it! I'm sure other businesses are similiar in nature. It is called Corporate Structure and obviously you don't have to ask why, their sh't doesn't stink and not to be question. If you don't like it leave, pretty simple.

I'm doing well with the captive process and while I think that going solo will increase my commission percentage, I'm really debating whether I'd be interested in selling any other products should I go solo. Again, I don't have a problem with this company. In fact, I have no intention of leaving anytime soon. From a business perspective I just wanted to be able to understand the reasoning. "Only believing in their product," sounds like a good rationale. The whole "corporate structure," as an argument, sounds weak. But enough! I feel like I've gotten my question answered. Thanks for the answers. I'm sure I'll have other questions.

newmindfashion · 09-20-2007, 08:59 PM

Blaze,
Aren't you glad you got that lesson on "Corporate Structure?" And "why ask why?"

Very helpful stuff.

senior-advisor-indiana · 09-20-2007, 10:13 PM

Sometimes it is just that simple.

blaze1x · 09-21-2007, 09:26 PM

Originally Posted by newmindfashion

Blaze,
Aren't you glad you got that lesson on "Corporate Structure?" And "why ask why?"

Very helpful stuff.

There's a whole lot of ways to say "I'm not sure."

James · 09-22-2007, 12:13 AM

Originally Posted by blaze1x

I'm doing well with the captive process and while I think that going solo will increase my commission percentage, I'm really debating whether I'd be interested in selling any other products should I go solo. Again, I don't have a problem with this company. In fact, I have no intention of leaving anytime soon. From a business perspective I just wanted to be able to understand the reasoning. "Only believing in their product," sounds like a good rationale. The whole "corporate structure," as an argument, sounds weak. But enough! I feel like I've gotten my question answered. Thanks for the answers. I'm sure I'll have other questions.

So be it, no problem, go and ask them. So the question to you is what did they say when you went and question this policy? I've work for small and large and either way to ask "why", was basically a stupid thing to do! Yet that was my expierence, maybe you'll have a different outcome. I really don't know who better to ask then the company or agency, yet you came here? How can anyone here possibly know or give anything but a BS answer to the question!

mmb98 · 09-22-2007, 06:44 AM

Originally Posted by James

Some companies like NML believe in their product and will only allow you too sell their product. Other companies like NYL will allow you too sell only approved Health carrier and that is it! I'm sure other businesses are similiar in nature. It is called Corporate Structure and obviously you don't have to ask why, their sh't doesn't stink and not to be question. If you don't like it leave, pretty simple.

Not completely true. I work with NYL and I am free to write with anybody I want. They place no restriction on who I am appointed or sell with after 3 years (now during your first 3 yrs they do consider you an employee and have marketing arrangements with certain companies. For individual health this is Golden Rule, Assurant (John Alden) and Humana. For life insurance they use BISYS). That's what I like about NYL, a great company, with solid financials and products, but if their products are what is not in the best interest of the client, then I don't have to use them and I can go with any company.

But I don't think that this first year restriction is necessarily a bad thing, especially since they do offer quality companies to write with. I sometimes feel that if agents have too many companies and too many plans they spend most of their time just keeping up with them and not "meeting" with prospects.

senior-advisor-indiana · 09-22-2007, 12:45 PM

It can be overwhelming if you deal with too many companies.