Once a month I highlight an independent agent in our monthly eNewsletter, Edge, who has successfully been able to grow their
business despite the recent economic downturn. The agent normally talks about how
they've expanded their product base, started cross-selling to their clients or other
marketing strategies and techniques they've used to increase their appointments
and referral base.
When I called
Gary Treadwell - a Colonial Life Agent from Massachusettes -to be
featured in our
September edition, I was pleasantly surprised with his fresh, unique
approach to generate income even though the production of his agency was declining.
Gary knew his clients were holding off on their insurance decisions until they were
more certain about the outcome of the recent Health Reform. So instead of sitting and waiting
around for things to get better, Gary took matters into his own hands. He started
to focus on a new venture called The Benefit Toolbar which Gary explained as a unique
revenue generating program for non-profit and profit organizations.
I was a little caught off guard at first when he told me how he's been able to outlast
the downturn. There were no selling tips or strategies, no motivational speeches
about working harder and longer to visit more clients, he simply told his referrals
he'd give them a call once the economy settles down - and they appreciated his respect
for their concerns.
I love using Gary's story as an example when talking to agents about the different
ways they can
use the money we give them after purchasing a portion of their renewal commissions.
For agents looking to get a taste of something new without completely exiting the
industry - this is a great way to maintain their business but still have the money
to invest in an entrepreneurship opportunity.
Although I love sharing Gary's story, it's best told by him.
Check it out at:
GaryTreadwellQA.aspx and let me know what
you think! Email me at Stephanie_Simmons@TWGCapital.com.