Should Agents Pay Up?

Insurance Business Babes

# Should You Pay Your FMO for Training? Insights from the Insurance Business Babes

**The Initial Investment: Paying for Training to Foster Seriousness**

In the latest episode of *Insurance Business Babes*, hosts Joanna Wyckoff and Kathe Kline delve into a contentious topic: whether new insurance agents should pay their Field Marketing Organization (FMO) for training. Wyckoff starts by mentioning that although selling one application can cover a $200 monthly training fee, the investment creates a deterrent for those who are not serious about succeeding in the industry. She proposes that agents pay upfront for their training with a promise of a refund upon breaking even, ensuring only dedicated participants move forward.

**The Cost of Entry: Low but Meaningful**

Wyckoff and Kline highlight the relatively low cost of entering the insurance business—around $150 for licensing. However, this low barrier often leads to a sense of entitlement where new agents expect free training without appreciating the trainer's time. Wyckoff shares her personal journey, cautioning against early distractions like premature recruiting and emphasizing the need to treat the insurance practice as a serious business venture.

**Entitlement and Expecting Free Training**

An underlying theme discussed by both hosts is the issue of entitlement among new agents expecting free training and guidance. Wyckoff candidly mentions her frustration with the overwhelming demands from non-contracted agents seeking her expertise for free. Similarly, Kline expresses reluctance to form a downline due to the considerable effort required, which often goes unpaid if the agent underperforms.

**Value of Documentation and Self-Reliance**

The hosts stress the importance of self-reliance and efficient documentation. Agents are encouraged to take extensive notes during training and leverage Facebook groups for ongoing support. Self-sufficiency also extends to problem-solving, like contacting carrier help desks directly for technical issues, an approach both hosts advocate.

**Specialization and Focus for Success**

Kline shares a story about an agent whose lack of follow-up led to high client turnover. Wyckoff suggests that automation and virtual assistants could significantly help, emphasizing the importance of personal responsibility and proper business operations. The episode concludes with the hosts highlighting the value of focusing on a niche area. Specialization not only enhances client recall but also increases business success, a strategy that has been beneficial both to them and their referral partners.

**Conclusion: Valuing Time and Proper Protocols**

Ultimately, Wyckoff and Kline underline the necessity of valuing their time and setting clear expectations. From proposing payment for training to advocating specialized focus areas, their discussion serves as a valuable guide for new agents to navigate the industry successfully. Joining structured training programs and adhering to proper support protocols are crucial steps for any insurance agent aiming for long-term success.

This episode is sponsored by CertifiedMedicareAgents.com