By Renee Scott
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January 15, 2023
During my time as a captive agent with State Farm, I often asked myself, should I become an Independent Agent or remain Captive. It's a great question that you may also ask yourself. Let’s first outline what makes each of these approaches unique and more importantly why you may see one approach as more valuable for your situation. Captive Agents Major insurance carriers like Farmers, Geico and State Farm, to name a few, use captive insurance agents to sell their products. As part of the relationship between the captive carrier and the captive agent, agents in these positions can typically only sell the carrier's product lines and cannot offer additional options to their clients. Having few product lines usually is advantageous to the captive agent because they can specialize in these products. Training : Highly trained on their insurance company’s products, coverage options, policy guidelines and claim submission processes. Compensation: New agents are often provided a salary, bonus or draw for a period of time when starting their agency to support them financially while they build their agency. Commission : Nationally, commissions for captive agents are 6-10% with profit sharing opportunities. Close Ratio : Amount of quoted policies that result in a bound transaction is typically around 15-25%. Ownership & Control : While captive agents may have a buyout from their carrier, they do not own anything. They are not free to do whatever they choose with the book of business they’ve built, nor can they operate their business as they choose to. Independent Agents Independent agents are “business owners” and work for themselves. They are not exclusively contracted to work for one single insurance company and can sell policies from multiple providers. Oftentimes, independent agency owners represent 20-30 carriers dependent upon their market availability. One of the major advantages of being independent is the agent can shop around to find their customer’s the best coverage for the best rate. The following items are applicable to the independent agent: Training : Independent agency owners that are not with an alliance or group have access to carrier-level training but will be required to invest in their own specialized training to expand their product knowledge. Compensation : There are multiple lines of revenue available to the independent agent to include commissions, incentives, bonuses, profit sharing and enhanced compensation for the larger agencies. However, as a business owner, independent agents only receive compensation for activity. Commission : While captive agents on average receive 6-10% commissions on policies sold, the independent agent can receive 12-20% based on the type of policies written. Close Ratio : Number of quoted policies that result in a bound transaction is typically around 40-50% because independent agents have more markets to find their clients. Ownership & Control : Independent agents own their books of business and can transfer or sell the business to whomever they choose. Independent agents that are with an aggregator, in some cases, have unknowingly or willingly given the aggregator the control of their book ownership and are subject to the contract terms of their sponsor. So, which one is better? Captive or Independent? This question is difficult to answer because much of it depends on where you are today in your career. If you are a newly licensed agent, you may be able to greatly benefit from the support and training provided by a captive relationship. If you have plenty of experience and a track record of production, you will likely see the value of higher commissions and less oversight that an independent arrangement offers. I started both of my agencies from scratch. There are pros and cons with each offering. Schedule an appointment to learn more about my journey.