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September 05, 2013 at 08:26 AM
Remember the myth of Icarus? He tried to escape from ancient Crete using wings his father made of feathers and wax. Despite Daedulus’ warnings, Icarus flew too close to the sun, melting his wings and plunging headlong into the sea.
Just as Icarus believed flight had no limits, many captive agents view independence as a soaring opportunity. But they quickly find the dream has flaws. For instance, many believe that independents find the optimal solution for every client. In reality, working on full commission may limit their ability to work with multiple IMOs and carriers. Plus, if they go outside their main IMO, they’ll fragment their production volume, lowering their compensation and expense support.
Be ultra efficient
Similarly, captives often believe that once airborn, they’ll be able to work with clients as they see fit. In practice, working on full commission means they have to be ultra efficient with their time. They often can’t spend as much time with prospects and clients as they’d like, eroding the customer experience for many.
A big issue for many captives is having the freedom to recommend high-quality products. Yet once again, getting paid on commission may confound their flight plans, potentially leading them to sell products that optimize practice revenue rather than client value.
