So You Have a Downline: Real Talk for New Insurance Team Leaders

Supporting Your New Downline: Insights from Insurance Business BabesBuilding and guiding a downline in the insurance industry is both rewarding and challenging. Hosts Kathe Kline and Joanna Wyckoff dive deep into their first-hand experiences onboarding new agents, sharing honest advice and practical steps for uplines and those considering team growth.Understanding Downline CompensationA common question for new uplines is how and when override payments work. Using UHC as an example, Joanna explains that uplines typically receive a $50 override for each new Medicare Advantage plan written by their downline in the first year, and a 50% renewal ($25 paid monthly as earned) in subsequent years. However, she cautions that details may vary by carrier and emphasizes the importance of having a true upline contract—otherwise, you might not actually own your overrides or renewals.Smart Contracting: Quality Over QuantityBoth hosts stress the pitfalls of new agents over-contracting with too many carriers or jumping to other states before proven success in their home market. Instead, start with a core set of reliable carriers and expand as your book grows. As Kathe notes, “Find out how much it costs…make sure you’re not spending more money on licensing than what your renewal is going to be.”Creative Prospecting: Food Banks, Doctor’s Offices & MoreFor new agents, grassroots marketing is key. Joanna recommends volunteering at food banks or community organizations to build authentic relationships. She underscores the importance of communicating your value—like helping people save on medications or qualify for benefits that could ease their financial burdens.Accelerating Early SuccessEarly wins are crucial. Joanna says, “They need a taste of success sooner than later…help them get their first app.” Providing leads, training on prospecting, and supporting them through initial sales builds momentum and confidence.Final ThoughtsEvery successful upline-–downline relationship starts with support, strategizing, and honest conversations. Whether you’re mentoring a go-getter or helping a shy new agent get their feet wet, focus on building skills, celebrating their first wins, and connecting them to their community. These are the foundations for a thriving team in insurance.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.