When you've gotten to the point that you are getting some production, the next question is...how can I get more? I encourage you to take a step back at this point and think like an agent. This is the point where you are really going to have to separate yourself from the pack. When an agent is trying to increase his business how does he do it? Well here are just a few ways:
1. Prospect for new clients
2. Ask for referrals
3. Up sell existing clients
So in your world first and foremost you must still recruit. The nice thing about recruiting at this point in your career though, when you're already getting production and just trying to increase it, is the fact this it is much easier to more selective about the type of agent you work with.
In our business I can promise you that any one of your agents either knows, recruits, or networks with a handful of other agents. So why do you feel uncomfortable asking your agents for referrals of other agents. The agents they know are writing business already so it's not like they're taking business away from themselves. You're not your agents favorite toy, they will be willing to share you especially if they know you do good work! A good agent will pride himself on having a referral business only at some point in his career...why shouldn't you?
Odds are you are not getting 100% of all of your agents production. Ask them why. Why are they writing with other marketers. What is the other wholesaler giving them that you aren't? If it is something you can do then do it, help them when the time is right!
Ok....here is the number one problem why marketers can not increase production they way they want...are you ready? They look at their agents as a production number not a client. What would happen if an agent looked at their clients across the table like a paycheck? Treat your agents like they treat a client. Take your time, don't push, have their best interests at heart. Understand that the better service you provide, the more intelligent recommendations you make, and the better you actually listen to them the more production they are going to write with you!
Hope this has been helpful...make sure to leave me your feedback!
“What would life be if we had no courage to attempt anything?”
–Vincent van Gogh (1853–1890)Dutch painter
–Vincent van Gogh (1853–1890)Dutch painter
The Marketer
I have been in the insurance business for over 10 years. I started out as a recruiter and worked my way up quickly. I have been very successful at not only getting agents to write business with me, but to help marketers around the country to get agents to write business with them. I've trained thousands of marketers around the country, some that have recruited over 75 agents in one month, to others that have written over $10M of annuity production in one month.
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