Questions to ask GA's

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Jun 8, 2005 9:56 pm


 


Currently in the process of gaining appointments to sell insurance as an independent agent and hoping for some input.  Know you folks are beyond this but just breaking into field and hoping some of you independent folks could provide some input. <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />


Also if any of you presently work with  GA's in MI that you would recommend please provide their names.  Currently looking at at Comprehensive Planning, Inc. out of Troy.


These are the questions I have for the GA's-


 


How much are first year commissions per company offered?    Do you have a break down per company and product?


 


What are the renewals?


 


Are commissions advanced or as earned? 


 


Is there a production requirement?


 


Do all commission checks come form the insuring companies that you appoint with?


 


What other questions or concerns should I be on the look out for?


 


Thank you for any and all input.


 
Jun 9, 2005 3:40 am
logan:



These are the questions I have for the GA's-



How much are first year commissions per company offered?    


 


What a GA will offer you varies based on your production.  They will typically pay you a "street level" contract unless you have verified production.  They typically have 3-5 levels above that where they can increase your compensation.  Try to obtain a payout grid that shows as many levels as possible.  Be aware that their contract with a carrier is based on the aggregated volume of all their producers.  As such, there is plenty of room for you to negotiate a higher contract because the GA (MGA or BGA) is typically getting paid 100% or more on all life insurance products.


 


Do you have a break down per company and product?


 


Yes.  It is called a payout grid.  Ask for a grid (life insurance and annuity) for each carrier.  Again, there are several different levels.  Always ask them, "Is this the 'street level' grid?"  If it is, ask for a higher level grid.  Stress that you are an above average performer and want a higher payout.  You may have to verify production.



What are the renewals?


 


See the payout grid.



Are commissions advanced or as earned?


 


On the independent side very few GAs (MGAs or BGAs) will advance commissions.  They cannot afford the liability of unsupervised independents throwing spaghetti against the walls.  Advanced commissions are generally reserved for captive agencies that pay their agents a salary + bonus or from a commissions pool.  Just sell annual premium if you want annualized commissions.


 



Is there a production requirement?


 


One the independent side there typically is not a production requirement.  The exception is if they give you a "gold level" payout grid.  In this instance you would have to earn that higher level payout with the GA and they would expect certain minimums because if they are paying you more per case and cutting the spread to themselves, they expect to make up the lost revenue per case with the increased volume that you put through their network.



Do all commission checks come form the insuring companies that you appoint with?


 


Typically, yes, the insurance company will pay you directly.  However, some GAs do prefer that you assign commissions to them and then they will pay you from their finance department.  This is to ensure that they don't lose any revenues. 


 


What other questions or concerns should I be on the look out for?


 


"Am I allowed to sell away from your agency if I need to sell a product that you do not offer?"


 


"Am I allowed to sell XYZ insurance company through another GA network if I have a higher contract with them that you cannot meet?"


 


"Am I available for a bonus program based on meeting specific criteria?"


 


"What kind of in-house case management and follow up staff do you have?"


 


"Am I responsible for ordering the parameds for my clients?"


 


"What kind of lag time does your finance department have from the time a case is issued to the time a receive my check?"


 


"What kind of marketing programs do you offer?"


 


"What kind of marketing dollars does your agency put behind my marketing efforts?"


 


"How often will you review my contract to increase my payout level?"


 


"What is YOUR entire contract on each product?"


(its worth a shot; they might tell you)


 


Thank you for any and all input.


 
Jun 9, 2005 8:22 am

Menotellname, Thank you very much for the prompt and informative reply.