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.