For insurance agent recruiters, insurance marketing organizations, and product marketers selling to agents, this is the cream of the crop. These are the four leaf clovers of the annuity, life, and health insurance agent force. Think outside the bun, this is the sizzling steak that can enrich your career or permanently burn you.

EXPERIENCED CAREER AGENTS

Agents who have to this date not placed outside "brokerage" business may be sitting on the fence. Remember that this agent (like many others), may be a super shopper who enjoys collecting sales brochures and spend hours comparing them. Other times this agent might be trying to pass off a case that no one else wants, or might have an extremely peculiar client who would only agree with mommy and the family attorney present. An occasional agent fitting this category might be okay, but overdosing on too many like these will require more than aspirin.

ESTABLISHED INSURANCE BROKERS

Receiving insurance mailing lead responses from an agent who has previously placed any kind of case as a broker causes your spine to tingle with anticipation. Your base of agents consists of 75% of the agents that broker some form of insurance! You can help to tilt these numbers in your favor. This agent is easily scared off if your product offering is too technical or portrays too darn many features or riders. Keep it simple on both your approach and the material presented. Let you advertising piece talk about the ease of selling, not the vacation in paradise rubbing noses and drinking nectar with the company big shots.

BROKERS SELLING YOUR PRODUCT

This is as hot as fire can burn, Get a insurance mailing lead response from an experienced agent already brokering a similar product to yours and get ready to make your best move. A single response of this caliber is worth 2 dozen from rookie career agents. This is where you concentrate upwards of 80% of your time, your mailings, your recruiting budget, and your skills on. So what if this agent is already writing for a competitor or two of yours? This is war, survival of the fittest recruiters! Reel your competitors' agents in, and then don't let them go unnoticed. It pays to advertise when your ad tick lands on a fat dog. Don't let the experienced bulldog escape until he is leashed into your agency system. Say yes to veterans.

YOUR OWN BROKERS

Give yourself a well deserved kick if you don't look in your own backyard. The next multi-million dollar case might be by a broker under contract with you, writing a small case or a different product. The work getting the contract signed and first piece of business placed is already accomplished. Developing a monthly email newsletter to your current base of broker is mandatory. Don't smother, mother. When your contracted broker base becomes too large to carefully nurture, cut off your non-producers. Don't cut back the email newsletters.. Agents are told to ask for referrals, but do you do the same? Let's say it costs $600 or more to recruit one prime agent that writes multiple cases. Would offering this broker a $50 restaurant gift certificate to locate another broker be reasonable? You have to spend money to make money. Keep your agent informed, do they know about every single product you handle? If they do not, they should. Your current producer might just rate a perfect 10.