Don't push the products and companies that pay you the most.
If you want agents in the West, don't keep East Coast hours. For that matter, don't make Friday's a 1/2.
Keep your reps trained on the best products available to you. Who is offering best rates, liquidity, bail-out, income rider....
I once made the mistake of asking a rep who had the best spia rates. Without hesitation he declared that Allianz is
always the best.
Enough with the BS. This guy still calls and asks for my business. And I can tell his agenda is to get as many of my contracts as possible.
My clients use me because I am educated and informative and use a consultative approach. Not because I want a commission.
So monitor your reps, and weed out the ones who smell like they need to boost their override.
You can offer marketing support. But more importantly, if you want to keep agents once they become seasoned, is good customer support.
So, all you
FMO's out there: stop hiring shills and start hiring experts.
Oh, one other thing. Don't assign me a rep. When I call, it's because I want to talk to someone, not leave a message that gets returned a day or two later.
One other thing that bugs me. Brokers' Choice has their reps train by carrier. If I call in with a question about Allianz, I have to talk with the allianz expert. If she is available, and not on vacation.
I need to be knowledgeable about multiple carrier offerings, so I expect the same of your reps, so they can fill me in if I miss something.
What is Your Biggest Concern As Independent Agent?
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