This is a long overdue positive message about the value of agents and nice to see there are young people interested in the Independent Agency channel to advance their careers. I wish there were more of them with a good attitude. The young people who are employed by companies are not nearly so optimistic and are salaried and many don’t have a chance to advance far.
The reason for optimism may have something to do with the election and electing a President who will oversee job growth in the country. That always benefits agents who will have more clients to sell if they work at it.
Dave, I have to add that it takes a lot of education to do this job right. We have added 6 young men as agents in the past 3 years and two out of the six want have demonstrated a desire to know what they are selling. The rest want to gather some information and get a quote for the least amount of money.
I hope that you are putting more resources to work for the two producers that want to learn more about the product/service they are selling. The other four producers should be shown the door asap.
I suspect the reason the young, green, wet behind the ears agents are so optimistic, is they have not been around long enough to see what some of the carriers are doing to the agency force. More work for less pay. Quotas on production. Competing directly against their own sales force. Telling the agents that they cannot write the home without the auto, which by the way, is against the law in most states. No, I am not jaded, just that with experience in the business comes a little tempered enthusiasm.
lonestar, the young agents don’t know what they don’t know. Many think the business will just walk through the door and hand them their policies and tell them to write it up. They don’t realize that they have to actually work for prospects, get something worked up and actually get a signature and check to put it on the books. Also, try to write a stand alone Auto and compete with another carrier that bundles Auto & Home together with companion credits. Kind of hard to do.
the agent delivered policy and service has survived because a good portion of the public demands it; realistically, though, all companies would get rid of their sales force if they could, for obvious reasons.
regular classroom training, with older and newer peers and managers mixed together, should be back in vogue; I used to always learn from others who I trained with, and the companies did as well
Many “young” agents are captive with Allstate or Farmers. They are optimistic because they think they “own” their own agency / business. Not until they get terminated, or choose to leave do they realize that they never owned the business at all.
Over the years, I’ve seen all sorts of folks enter the agency ranks, many of them disappear when the hard markets arrive. I recall one young agent that wrote a porno shop and called it a book store. The authorities raided the store and confiscated the “toys” because they were illegal by statute.
He called to submit a claim under civil authority. LOL.
True professionally oriented people will take the time and learn the business and focus on the management of exposures more than focusing on the commission. Far too many take what the insured has and copies it and tries to “save” 25%. They may be perpetuating an error but by the time it is discovered, they’re gone.
..or the prospecting agent takes the current policy and points out the flaws and/or gaps in coverage; the prospect then takes these salient points to the current insurer and has them corrected there instead of switching to the agent who was doing the competition’s work…….
been there, many, many young agents have learned the hard way that a prospect is not a prospect until trust is gained. Some so called prospects are just checking to see if the price is right with the current carrier and have no intention of making a change since the current agent may be a fishing buddy or go to the same church etc.
Perplexed, even though I get down voted, they can’t shut me up. One of the first things I learned when a young producer/agent was to ask the prospect intelligent questions. That tends to go a long ways to writing something. You can discover all kinds of errors the existing agent made and correct them, usually with a cost savings as well. I never just assumed that the account was written correctly.
Unfortunately many young agents are motivated only by money and seems to be the extent of their interest. Hard to find the ones that are truly engaged in the risk management aspect. From the comments I see here many simply need to learn how to fill out an Acord application, get off their duffs and quit leaving it to the CSRs to do everything for them. Many of these types in the industry who don’t know the difference between homeowners and dwelling forms, but quick to ask for their commission checks.
Absolutely true!! young generation are more spirited and they have the eagerness though learning and mastering takes time. I’ve been there before and base on my experience it takes time for me to learned but the willingness is there that helped me more motivated especially when I worked for JS Downey Insurance Services. I’ve experience ups and down but it’s not a hindrance until I reach where I am right now. Very helpful article !
This is a long overdue positive message about the value of agents and nice to see there are young people interested in the Independent Agency channel to advance their careers. I wish there were more of them with a good attitude. The young people who are employed by companies are not nearly so optimistic and are salaried and many don’t have a chance to advance far.
The reason for optimism may have something to do with the election and electing a President who will oversee job growth in the country. That always benefits agents who will have more clients to sell if they work at it.
Great opportunities I this business. Great opportunities. Just a little education and a little work and you’re set for life.
Dave, I guess Actu, UW and Planet didn’t like my positive message. They must be very unhappy with their present jobs.
Dave, I have to add that it takes a lot of education to do this job right. We have added 6 young men as agents in the past 3 years and two out of the six want have demonstrated a desire to know what they are selling. The rest want to gather some information and get a quote for the least amount of money.
Hi Perplexed. Are the four who haven’t demonstrated the desire to learn those spaced out guys you mentioned in another forum?
No,Agent. That was CSR’s and processors:)
I hope that you are putting more resources to work for the two producers that want to learn more about the product/service they are selling. The other four producers should be shown the door asap.
I suspect the reason the young, green, wet behind the ears agents are so optimistic, is they have not been around long enough to see what some of the carriers are doing to the agency force. More work for less pay. Quotas on production. Competing directly against their own sales force. Telling the agents that they cannot write the home without the auto, which by the way, is against the law in most states. No, I am not jaded, just that with experience in the business comes a little tempered enthusiasm.
lonestar, the young agents don’t know what they don’t know. Many think the business will just walk through the door and hand them their policies and tell them to write it up. They don’t realize that they have to actually work for prospects, get something worked up and actually get a signature and check to put it on the books. Also, try to write a stand alone Auto and compete with another carrier that bundles Auto & Home together with companion credits. Kind of hard to do.
the agent delivered policy and service has survived because a good portion of the public demands it; realistically, though, all companies would get rid of their sales force if they could, for obvious reasons.
regular classroom training, with older and newer peers and managers mixed together, should be back in vogue; I used to always learn from others who I trained with, and the companies did as well
If they are not optimistic, they need to get out.
Much like a freezer salesperson in the Arctic: Must be optimistic!
Many “young” agents are captive with Allstate or Farmers. They are optimistic because they think they “own” their own agency / business. Not until they get terminated, or choose to leave do they realize that they never owned the business at all.
Over the years, I’ve seen all sorts of folks enter the agency ranks, many of them disappear when the hard markets arrive. I recall one young agent that wrote a porno shop and called it a book store. The authorities raided the store and confiscated the “toys” because they were illegal by statute.
He called to submit a claim under civil authority. LOL.
True professionally oriented people will take the time and learn the business and focus on the management of exposures more than focusing on the commission. Far too many take what the insured has and copies it and tries to “save” 25%. They may be perpetuating an error but by the time it is discovered, they’re gone.
Amen, Jadefox. Well stated.
..or the prospecting agent takes the current policy and points out the flaws and/or gaps in coverage; the prospect then takes these salient points to the current insurer and has them corrected there instead of switching to the agent who was doing the competition’s work…….
been there, many, many young agents have learned the hard way that a prospect is not a prospect until trust is gained. Some so called prospects are just checking to see if the price is right with the current carrier and have no intention of making a change since the current agent may be a fishing buddy or go to the same church etc.
Perplexed, even though I get down voted, they can’t shut me up. One of the first things I learned when a young producer/agent was to ask the prospect intelligent questions. That tends to go a long ways to writing something. You can discover all kinds of errors the existing agent made and correct them, usually with a cost savings as well. I never just assumed that the account was written correctly.
Unfortunately many young agents are motivated only by money and seems to be the extent of their interest. Hard to find the ones that are truly engaged in the risk management aspect. From the comments I see here many simply need to learn how to fill out an Acord application, get off their duffs and quit leaving it to the CSRs to do everything for them. Many of these types in the industry who don’t know the difference between homeowners and dwelling forms, but quick to ask for their commission checks.
Absolutely true!! young generation are more spirited and they have the eagerness though learning and mastering takes time. I’ve been there before and base on my experience it takes time for me to learned but the willingness is there that helped me more motivated especially when I worked for JS Downey Insurance Services. I’ve experience ups and down but it’s not a hindrance until I reach where I am right now. Very helpful article !