Humana, Golden Rule, Wellpath through Third Party Marketers

[gradyinsurance]

I am considering contracting with Humana, Golden Rule, and Wellpath for individual health products through Third Party Marketers. The contracts look pretty straightforward, although I'm not sure I like what I saw about assignment of commissions .

Anyone have an experience with TPM to share? I don't know much about them.

Dave

 

[CHUMPS FROM OXFORD]

Gosh...I hate to sound dumb, but what is a TPM? Is that the General Agent?

 

[gradyinsurance]

Gosh...I hate to sound dumb, but what is a TPM? Is that the General Agent?

Actually, Chumps, I sounded dumb. I should have made clear that TPM is the General Agency.

Dave

 

[J.R.]

Actually, Chumps, I sounded dumb. I should have made clear that TPM is the General Agency.

Dave

PM me and I'll set you up with a few options. I recently changed my GR contract and will be getting Humana and GTL up shortly.

 

[CHUMPS FROM OXFORD]

Taking GR for example...if you go independent and assuming you write about 50-100 apps with them per year...what is the % you should expect?

22%? 20%?

 

[somarco]

I see no value in going through a GA unless you need support & training and can get what you need. Otherwise, you run the risk of getting screwed at some point.

I am contracted direct with every carrier . . . Aetna, BX, Coventry, GR, KP, Humana, Time . . . and I see no need to assign my commissions to a GA.

Most of the carriers have incentives to move you to a higher commission as well as bonuses, trips, etc.

I moved to 22% with GR in less than 3 months. I have qualified for a bonus with them every quarter except the last when I missed the qualifier by 1 app. The provide me with free leads thru USPC.

None of this would be available if contracted with a GA.

Recently Humana revamped their products in GA. In 2 months time I qualified for their tier 2 bonus and am starting to get referrals from their home office. (Tier 1 bonus requires 50 apps . . . I wont even be close). My relationship with them has allowed me to get underwriting concessions that most likely would not have evolved through a GA.

So why do you think contracting through a GA, especially if you have to assign commissions, is so great?

I own my business, not some flaky GA. I control my destiny, not some GA.

Living the dream.

 

[moonlightandmargaritas]

I agree with Bob (somarco) that direct contracts are indeed the most desirable way to go - for all the reasons he enumerated in his post.

However...

Many need advances, especially when trying to build their book. Unless you've got real deep pockets, low expenses or a rich spouse (or all) you may need to go the GA route.

Yes, you'll take a haircut on the total comp, but isn't that easily covered by writing a few more cases, perhaps with marketing dollars you have because you get the advance?

That being said, direct contracts are preferable - if you can afford it.

 

[gradyinsurance]

Well, I've never done any health contracting before, but I will check on direct contracts with the herein mentioned carriers, and see where they stand.

Dave

 

[Crabcake Johnny]

As stated, unless you have at bare minimum six months of household bills plus marketing money in the bank or a working spouse capable of paying all the bills an advance will be necessary and in GR's infinite wisdom they took direct agent advances away. Why? We'll never know but it really puts new GR agents behind the 8 ball since you have to sign over your commissions to get that needed advance.

The good news is new agents can find a decent GR broker, get the advance and also start off at 20%.

 

[TXINSURANCE]

I am of the opinion using a GA when you can go direct makes little sense unless you are captive, needing leads, or some odd scenario.

GA and Individual Insurance in my opinion don't mix. Control your own book and destiny - just say no.