Frequently Asked Questions Agents Have About Joining an FMO/IMO
Below we provide a comprehensive list of questions you should be asking uplines.
How Do I Get Started With Your Company?
Below is a list of RED FLAGS that every upline should answer YES to:
- Can I get a written and signed pre-release agreement?
- Do you have an open-release policy?
- Will I be paid directly by the insurance carrier?
- Will I be vested on the first day?
- Will you send me a copy of the commission schedules I will be on for my records?
Of course, TR King Insurance Marketing's answer to all these questions is YES!
Yes, simply request the agreement. You will sign it, then we will sign it and send you a copy.
You should always get a signed pre-release agreement no matter which upline you are signing up with. If you can't get one, it's a RED FLAG.
After an on-boarding application is complete we will send you a link with instructions on how to get started. All contracting will be done online.
The general rule of thumb is to have 15 - 20 leads coming in every week.
At a bare minimum, have $2,000 set aside for your first marketing effort. The $2,000 marker should be enough to get you going (buying leads, etc.), but, is considered a bit risky.
We highly advise and recommend having $5,400 set aside for the first three months for marketing (buying leads, etc.) until you can get an established revenue stream.
**This does not include having money set aside to pay the bills**.
A formula to calculate what you might need If you aren't going to continue working (either part-time or full-time until you are established) is the following:
[insert your monthly expense] x six months = money needed for living
Yes, you should, and we strongly suggest it. How can you measure your success with a plan and goals? You can't.
A business/marketing plan consists of goals, financial planning, activities to achieve, and how you are going to get to your desired result.
You do not have to get a corporate license to sell insurance. You only need an individual license. The only time you need a corporate license is if you will be running a business or want monies coming to a business account.
After you have been approved, you will be sent a carrier portfolio that shows all the carriers we suggest in your area, along with commission schedules.
Absolutely! As long as you have no current debit balance with the carrier we will release you immediately upon request. We will send a release agreement.
You sign, the new upline signs, send us back a copy. We will sign and send the final copy back to you.
Once you have been given a writing number you'll be able to register for the carrier website. On the carrier website you can download/order marketing materials, applications, etc.
A safe closing ratio would be 5 sales out of 20 leads.
For initial goals when starting out we recommend trying to do 1 sale a day, 5 per week, about 21 per month, and finally 260 per year.
If you achieve these results you will be well on your way to a fulfilling career. Feeling like a challenge!? Everytime you met this goal double it.
Yes, but only if you are with us! Haha.
On the independent side of insurance, if you are self-disciplined, structured, and committed to yourself and your clients you will make a comfortable living and feel great about helping others!
Normally you don't, unless you want money to be paid to a corporate first and then paid to you. If this is a route you are looking at we highly advise seeking a tax advisor.
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How Do My Commissions Work With Your Company?
We normally start people at street level and deliver the schedules straight to your inbox. With proof of production higher levels are available.
Yes, numerous companies allow advancing for agents.
TR King Insurance Marketing reserves the right to give advancing or place you on as earned.
Each carrier pays differently, some offer daily pay, weekly, and monthly.
Advancing is when a policy is written and approved. Then you are paid your commission times the number months you're advanced.
For example, if I make $50 on a sale and I'm on 9 months advancing I get $450. However, what that also means is if the policy lapses at month 2, I owe, $350 back.
As earned means each time the client pays the premium you get paid. Meaning in worst case scenario you only owe back your commission on the one payment.
You will be paid by the carrier, period. We will never ask for you to assign your commissions to us or be an LOA to us (Licensed only Agent). Ever.
Yes, during the contracting process you will input this information into your profile so that commissions will be paid directly to your bank account by the carrier.
The average agent working 2-3 days in the field, and 2 in the office doing admin work makes $61,284 per year. An active agent can hit over $100,000 per year.
Chargebacks in the Insurance industry occur when a policy lapses due to insufficient funds and/or death. At which time, you then owe the insurance company any advanced monies.
Chargebacks when not promptly taken care of can cause Vector's, collections, and ultimately the end of your insurance career.
What Software & Tools Will I Need Before I Start?
No, you don't. However, we strongly advise that you do have a website and CRM.
Having a website helps you with credibility and gives you a place to generate leads from your website.
A CRM allows you to not only keep up with your clients but with the right CRM you can do annual reviews, send birthday emails, and open up cross sell opportunities with ease!
As for "other software" we advise having a quoting engine for your market.
Yes. A website designed and marketed well can become a lead generation machine.
For some products your website will need to meet specific compliance regulations. If you require this simply email our team and we'll forward your website to a compliance department for approval.
Not all carriers require E&O. We highly recommend it and offer a E&O Program to help offset costs.
We provide agents the following:
- Quoting Tools
- MAPD & PDP Enrollment Tools
- Drug Savings Program Enrollment Tools
As far as websites go we can give you guidance on what to do and where to go to develop your website. Learn about our tools here.
Which carriers you use will highly depend on your area and product.
After approval of your on-boarding application, we will send you a carrier portfolio for your area.
You will be able to pay for access to a lead portal to order leads. We can also advise you based off your marketing budget in your onboarding application.
We typically recommend using multiple channels to generate leads to create enough opportunities for sales.
What Support Does Your Company Provide?
We also provide co-op funding for those that have a consistent track record of making sales and are able to project & predict their sales for the upcoming year.
We are significantly different than most agencies we've run into.
We sign pre-release agreements, give immediate releases, send commission schedules to your inbox, and we take our motto seriously "Do the right thing simply because it's the right thing to do".
We are well known for our reputation of Integrity and Support we provide agents. Check out The Insurance Forums and see for yourself!
Normally, we don't.
However, in the beginning, we will help and teach you how to properly quote and prepare new business.
We work with new agents that have 2+ years of sales experience at least.
If you are a brand new agent looking for help, we suggest checking out InsuranceSales101 for training!
However, if you need a lot of face to face or hands on training we are not a good fit for you. Our support is provided online or over the phone.
Yes, everything you need is there.
We encourage you as a independent insurance agent to familiarize yourself with each carrier's website for up to date information on products you sell.
If you are in position where you can't obtain apps, rates, or other forms. We can assist you.
Yes, we provide you with tools and knowledge to help keep overhead costs low and profitability high!
Most carriers will not allow you to contract directly; therefore you will have to partner with an Insurance Field Marketing Organization (FMO) or an Insurance Marketing Organization such as ourselves to get appointed.
An FMO/IMO has an established relationship with the carrier and provides contracting assistance. Learn how FMOs/IMOs make money here.
Most carriers will allow you to sell over the phone and have electronic application processes.
Yes, we provide recruiters with a recruiter link to sign up agents online.
During your first recruitment you will be walked through the process via phone.
We will discuss how to properly onboard agents, provide commissions schedules, and appoint your agents.
Please request an appointment to go through this process.
What Do I Do While I Wait For My Contracts to Process?
1 - 3 business days in-house to send your contracts to the insurance carriers.
We give the carriers 2 - 3 weeks to process your contracts. We automatically follow up on your contracts if it takes longer than that.
Most carriers will send you both an email and a welcome kit when you become active.
If you haven't heard anything, don't be afraid to call in.
Read the client applications, underwriting guides, brochures, outlines of coverage, medication lists (if available), and product information about each carrier.
Our suggestion is as writing numbers/welcome letters and kits come in, log in to the carrier's website and get familiar with it.
Download all guides, brochures, client applications, etc., and read them word for word, cover to cover.
The answer varies from carrier to carrier. Some may charge you upfront, and others may take state appointment fees out of your commission after you write business.
Typically, the ones that charge upfront fees will ask first.
Complete training, read sales techniques and books, and financially prepare for your business venture.
Don't just sit and wait for your welcome letters, emails, and kits.
Be proactive by starting any training you've signed up for, completing certifications (if applicable), gain knowledge, and start saving money to put in your first lead order.
When you become active with a few carriers, put in your first order.
You can put in your first lead order through the LeadStream Lead Portal program. If you haven't already, sign up here.
Lead orders take time to be delivered.
We want to time it so that right as you become active for most of your carriers, you have leads ready to sell insurance.