Still a Captive Agent...why can't I make the move?

[shawnhersh]

I posted here about a year and a half ago about making the move to independent status, favoring an FMO. Well...I didn't do it and I stayed captive with UHC. Not exactly sure why, I suppose it feels a security blanket. Only thing is last year, the "leads" I was used to being fed really dried up. Not only that, but it seems there's double the agents there used to be making the leads very thin.

What's holding me back now? What exactly am I giving up? Why do I "fear" the move so much?
I'm an open book and I don't make any excuses, I'm just looking for the next step forward. Obviously the benefits I've relied on the last couple years have changed.

This is not my full time career. I have about 100 names on my book of business right now. I concentrate primarily on MA, Supp and PDP. My area is Northeast Ohio (Canton, Akron, Cleveland, Youngstown).

 

[BuckNasty]

One of the biggest mistakes we all make is thinking we have time. Time is free...but priceless. If you have another career as you mentioned that allows you to carve out time for Medicare sales, well then you're in the pole position. This is how I was able to build my book.

Quit screwing around - go call Ritter, Premier, Todd or whomever and get some contracts for 3-4 carriers who are competitive. Carve out your marketing money from your budget and market EVERY SINGLE MONTH until you are successful. Everything else will fall in line. Your future self will thank you for not being a pussy.

 

[Up In Smoke]

I have never been either a captive to an agency or a captive/independent to a carrier, so I don't have the experience from your side. I think what you mean by Captive to UHC is that you are still an "independent" agent meaning you retain your book of business if you move but you can only sell UHC.

But from my experience, options 1: if you quit, then join an FMO(s) directly, being fully independent, and being able to offer any carrier of your choosing, it basically means you give up all other supports other than contracts. The most significant loss would be marketing support. I imagine you get admin support from UHC as well. If you do that's a loss as well. If you ask for it, you do get co-ops for some marketing funds/compensation, but still, you work on your own marketing. In short, it becomes your business purely, and you yourself work on everything.

Option 2: you can quit, then join an agency under an FMO(s). Likely they will give you some extra support beyond the level if you were to join an FMO(s) directly. However, many out there are captive again, meaning they pay you hourly plus a bonus...etc. They might offer you independent contracts depending on your performance and experience, but the level of support might decrease a bit. But often, I think your marketing pressure would be alleviated, and you have more freedom. In short, you join someone else's business but still retain some level of support and flexibility (if you can get an independent level contract).

In your situation, if you get to keep your book of business of 100+ wherever you go, then your position is not bad at all. One of the main reasons people hesitate to jump out is if they have a family. If you are a provider, you have more responsibility and consider the stability of income before you make it happen. My suggestion is to 1) understand your situation; 2) Determine your goal; 3) make the decision whether or not to jump out; 4) Make the decision whether to join FMO(s) straight-up or join an agency; 5) Suck it up until you make it.