The Health Insurance Broker’s Guide

How to Protect, Grow, and Sell commissions

by Phil Calhoun, MBA

While the book includes many tips and secrets learned over 30 years in the industry, one thing is certain, without a commission protection plan brokers stand to lose all of their hard earned commissions.

Three huge values loaded into this book include:

Protect: The main message is find a Successor and reach 100% commission protection, to eliminate the risk of losing all of your hard earned commissions. Fix this problem now using the written agreements and Tip sheets provided in the guide.

Grow: The Health Insurance Broker’s guide covers 15 ways brokers can retain clients, gain referrals from many sources, become a Successor for other brokers, and acquire commissions. Growth can come in many ways and the guide spells out over 15 ways to grow commissions.

Sell: The time line to sell can be 3 to 5 years and when a broker uses the time to prepare, the typical impact is 20% to 33% increases in value. For a $200,000 revenue book, when a broker implements growth planning they should see their value to a Buyer going from 2 times to 3 times for a 33% increase in value to $600,000 versus $400,000.

I hope brokers will protect their commissions and then look at ways to grow and sell for the highest value.

Blessings,
Phil Calhoun

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