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Dear Harry:
We started a new agency 19 months ago. We’ve added several agents in that short of a period of time. However, I’d like to double that number this year. Our issue seems to be this – when we present our business model to prospective agents, they find it hard to believe the program. In our industry the larger corporate agencies take from their agents anywhere from 20 to 50 percent of their commissions. Our fee average is 2 percent of their commissions. Our company overhead is nothing compared to our competition. Our business model embraces new technology. Our agents don’t have to incur the cost of high paid managers. There’s a reason why our agents love it, however. Our competitors are doing a much better job of having their clients (their agents) believe they can’t do without the corporate umbrella. Do you have any creative ideas on how to present a wonderful story and opportunity to a prospective agent that will instill confidence in their decision to join us?

Read BizTimes columnist Harry Dennis’ answer and ask your own questions here

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