<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=302779086974399&amp;ev=PageView&amp;noscript=1"> Medicare Blog | Medicare News | Medicare Information

Medicare Blog | Medicare News | Medicare Information

How to recruit Agents to Your Downline and Grow Your Business

Posted by www.psmbrokerage.com Admin on Thu, Nov 02, 2023 @ 11:24 AM

how to hire agents

How to recruit Agents to Your Downline
& Grow Your Business

Are you ready to hire agents to your downline? It’s a big question. If you haven't been down that road yet, in time you will.

An angel on one shoulder says "It's time to grow and start hiring agents to work for you. You can do this."

And the devil on the other shoulder says "Who are you to think anyone would want to work for you? Your doing fine just the way things are, why risk it?"

How do you know when it's the right time? What are some pitfalls you should be aware of?

One things for sure, adding agents to your downline can provide additional income with far less work than if you sold the same policies on your own.

If you are a successful agent, and can teach others the process you’ve used to be successful, then recruiting agents to your downline may be a good way to grow your business.



Section Links

What do you have to offer agents?
What is your company culture?
What to look for when recruiting agents?
Hire young agents and train them for success
Where to find new agents

Quote dreams - unknown

What do you have to offer agents?

Before you make a decision to add agents to your downline, you have to be honest with yourself and your capabilities. Agents have to have a reason to work with you.

If you can’t show that you are successful and provide a framework they can follow to help them be successful, then why would an agent work with you?

You will need to decide what you would provide your agents. How will they be compensated? Would you train them, offer office space to work in?

Will you offer leads and provide bonuses?

You will be managing these agents and must have a clear vision of how they could become successful and a plan on how to help them get there.

When agents that work with you become successful, you become successful, so it is in your best interest to put every effort into helping them get there.

It’s essential that you have the ability to mentor your agents. You will need the relevant product and sales experience as well as the soft skills required to communicate effectively with your agents in order to help them grow.

Quote Simon Sinek

What is your company culture?

It’s important to clearly communicate the advantages and opportunities they will have when working with you. It’s equally important to share the values, goals and attitude that you represent as a company.

If someone has what it takes to be a successful insurance agent, but has values and goals that are in conflict to yours, then that relationship just won’t last.

Even worse. If an agent working under you upsets a client because they were acting in a way not consistent with your company’s values, then you could find yourself connected to a situation that doesn’t represent who you are.


That type of bad press can wreak havoc on your reputation, and you should do everything in your power to prevent it from happening

Having agents working with you could be a blessing or a curse, depending on the individual.

Searching out agents that share your values and goals will help ensure that the business you grow is a successful and sustainable one.

Howard Schultz

What to look for when recruiting agents?

For starters, you have to know what you want your agents to be selling. Do you want them to sell Medicare Supplements, Life Insurance, Medicare Advantage, Final Expense?

For instance, if you sell Medicare supplement plans and you know an agent who has been selling final expense, then they likely have customers that are also in the market for Medicare supplement plans.

By teaching them what’s required to sell Medicare supplements, they could then offer those products to their existing clients, making you and your agents additional income.

Do you want someone to be licensed to sell a specific type of insurance, or are you willing to help them get licensed?

You can find someone experienced in a similar market like described above, or a young promising recruit with no experience at all. It all comes back to what you want from that person, and what level of training you can provide.

Remember, only about 10% of new insurance agents make it through their first 5 years. If you can provide support that can improve those odds, then you have a chance to attract agents and benefit from helping them become successful.

Joe Kraus - Hiring

Hire young agents and train them for success

Don't just rely on job postings. People are often very different in the workplace than they are in an interview.


Your best employees will likely come as recommendation from an associate or someone you run into in public that just fells like a good candidate.

I've heard many people mention that they've hired people in various sales related jobs that they encounter throughout their day.

If you find yourself in a restaurant  having a conversation with a friendly, young, outgoing, waiter or waitress that seems to really care about the service they provide, I'm willing to bet they won't be there for long.

An individual like that will likely be hired fairly quickly because of the potential that is just simmering under of the surface of that youthful smile.

These hires can often be some of the best you could ask for. 

Shaping someone with potential into the perfect employee is much more likely, and profitable, than finding one through job postings.

Peter Shutz-1

Where to find new agents

The idea is to get the word out on multiple platforms. Don’t just pick one or 2. Make a serious effort to reach as many possible candidates as you can.

Recommendations - The best place to find new employees is by asking friends and associates if they know anyone that fits the template of what you are looking for. This type of recommendation is one of the best source of new hires.

Working Sales People - Another great source of sales employees are those working sales persons that you run into every day. Be ready with a business card and an elevator pitch for potential employees. If you meet a spunky young salesperson with great potential, you want to be able to move quickly before someone else does.

Colleges & Universities - College placement departments are very willing to work with local businesses to get their students real world experience before they graduate. You can give them an idea what you’re looking for and they will find the right students for you.

LinkedIn - Great for finding agents in similar fields. LinkedIn allows you to be very specific in what you’re looking for.

Social Media - Create a Post letting your connections know what you are looking for and ask them to pass it along. This is the easiest and often one of the most successful ways of recruiting. And it’s free. Unless, of course you wish to offer something in return.

Job boards - A little more expensive but still one of the best ways to find recruits who are actively looking.

Events/Conferences - A great way to locate professionals in a specific industry. People at conferences or other similar events are a captive audience. Introduce yourself to some and let them know what you’re trying to achieve. Bring flyers or postcards and get them in front of as many people as possible.

These are just a few options, but I think you get the idea.

If you feel you have a template for successful and you like the idea of building a network of agents you can help become more successful, then you might be ready to give it a try.

Just remember to focus on quality, not quantity, and before long you could be expanding your company to a level you never would’ve imagined just a couple of years ago.

Quotes Steve Maraboli

Back To Top


Additional Resources:

7 Ways To Grow Your Insurance Business

How To Sell Medicare Advantage Plans

What Are The Benefits Of Working With An Insurance FMO?

Social Media Strategy For Insurance Agents


Tags: Insurance Agents, sales ideas

How To Make An Upline Change

Posted by www.psmbrokerage.com Admin on Thu, Nov 02, 2023 @ 11:23 AM

How to Make an Upline Change 

How to make an upline change


In order for a business to be successful all parties involved have to benefit or the relationship will eventually break down.

As an insurance agent, it’s likely only a matter of time until you find yourself in a situation where you feel that your upline partnership isn’t working for you.

When that happens, it may be time to cut ties with your current upline and move on. This can be a simple or complicated process, depending on your upline FMO and the carrier involved.

It is important first to understand that, if the carrier in question will honor a signed release from your upline, it needs to be from the highest level in your hierarchy. Carriers will not accept a signed release from a mid-tier FMO.

For example, as an FMO we have a direct relationship with the carriers we broker for. For the most part, carriers will honor our release requests, no questions asked.

We have a general open release policy and would normally process a release without delay. Having said that, we also give our mid-level down lines flexibility to implement their own release guidelines and allow them to release down lines as they see fit, as long as carrier guidelines are respected.

For the most part there are 2 ways to transfer your contract to a new upline. A “Signed Release” or a “Self-Release”.

Let’s take a look at these options:



Signed Release:

An agent may request to be released from their upline for immediate transfer to a new FMO. It is important to stress that this request must be signed by the top level upline and NOT by a mid-tier. If the top line FMO signs the release, the agent is then free to transfer to a different broker immediately.

Self Release:

If an upline doesn’t want to give an agent an immediate release, then an agent can exercise the Self-Release process. It may vary by carrier, but as a general rule there are a couple of ways to do it:

  • An agent stops writing business for a period of time, usually 6 months, and they will be able to transfer at the end of the time period due to non-production.
    • Most Med Supp carriers follow this Self-Release process
  • An agent may submit a notice to the carrier detailing their intent to transfer to a new broker. The agent should be able to continue to write business (depending on the carrier) for a time frame specified by the carrier. When that time frame is up, the agent will be allowed to transfer their contract to the broker named in the original intent letter.
    • Most Med Advantage carriers follow this Self-Release process


Below is a sampling of a few carriers and their release process:

Aetna Med Advantage/Part D - Notice and new contracting must be sent to Aetna to start the clock. You can continue to write business during their 3 month Self-Release period.

Mutual of Omaha - Non-Production for 6 months will allow an agent to transfer their contract.

Aetna Med Supp - Email notice must be sent to Aetna Supplemental to start the clock. You can continue to write business during their 6 month Self-Release period. However, different guidelines apply if you have producing downlines.

Humana - Notice and new contracting must be sent to Humana to start the clock. You can continue to write business during their 3 month Self-Release period.

United Healthcare – Email notice must be sent to UHC to start the clock. You can continue to write business during their 6 month Self-Release period.

Transfer Freezes

Some Med Advantage carriers implement transfer freezes in the 4th Quarter of each year, which prevents an agent from transferring their contract no matter what the release scenario may be. UnitedHealthcare, Aetna, and Humana are a few of the major carriers who implement a transfer freeze period. 

With that being said, it’s important to carefully consider the timing if you’re looking to initiate a self-release.

For example: If an agent were to start a self-release and that self-release time frame expired in the middle of a transfer freeze (9/1/19 to 12/31/19), they would be forced to stay under their current upline until the end of the freeze period. In other words, they are stuck until after AEP and usually until January 1st of the next year.

Obviously, if the agent could have timed the self-release so that the self-release time frame expired before the freeze period, that may have been the more favorable situation.

Again, not all carriers have the same process, so ensure you understand the carrier’s requirements before starting the process.

The important thing to remember is that, if your business relationship isn’t working, you have options. It is also a good idea to understand the release policy of your upline, before you work with them, so you are not surprised when the situation arises.

Your success is up to you, but a bad business relationship can definitely make that success more difficult.

If you have any questions, our experienced marketers are here to help.


Tags: Insurance Agents, upline change

    Join thousands of insurance agents who receive weekly news updates and original articles.

    Like Precision Senior Marketing on Facebook!

    Follow Precision Senior Marketing on Twitter!

    Most Popular Posts