Building a successful insurance agency involves many components. From marketing to computer systems and everything in between, it can be difficult for new agents to decide what they should be doing now, later, or at all.

 

This is where a mentor can help. A mentor can give crucial feedback to help new agents decrease their learning curve, learn skills to grow their business, and, ultimately, help them rise to their mentor’s level.

 

That’s why the Home Office has implemented the “Mentoring the Future” program. Cody Bird, Trainer/Recruiter who created and oversees the program, described it as, “a program that pairs each new agent with an experienced, successful agent during New Agent School.”

 

The coronavirus has so far prevented a full week of formal mentoring at New Agent School, but a smaller-scale version of the program took place in March.

 

“Keefan Caron visited with the agents during New Agent School and told them about his experience,” Cody said. Some of Keefan’s words of advice were:

• “If you want referrals, be referable.”

  • “What Keefan was talking about,” Cody explained, “was you need to call people back and provide them with good service.”

• “Policies are like snowflakes, no two policies are the same.”

  • By this, Cody said, Keefan was stressing that everyone’s needs are different.

• “Sell what you can see, see what you can sell.”

  • “Keefan could see that no one wanted to write policies for refugees, so he did,” Cody explained. “Keefan also wasn’t afraid to ask refugees about life insurance, so he could see what he could sell by asking questions.”

 

Wayne Hungate and Justin Pontius also offered advice at New Agent School. “They talked about proud moments in their careers,” Cody said. “Wayne and Justin also stressed that new agents shouldn’t be afraid to ask for help.” In addition, Wayne and Justin emphasized that new agents should get involved in their communities, provide exceptional customer service, and always be honest with their clients.

 

Kerry Harris told the new agents, “I’ve been here for 26 years and I still don’t know everything. I rely on other agents to help me. It’s okay to ask for help.” Cody said that Kerry also highlighted another reason for the new agents to be optimistic. “You new agents are coming in at a great time,” Kerry said, “with the new leadership we now have at Farm Bureau.”

 

All of this advice was well-received by the rookie agents. “Norm [LaCombe] said he liked the interaction and one-on-one training with the veteran agents,” Cody said. “Sandra [Spreier] appreciated the team effort. She said it made her feel safe, like she’s part of a family. And Cody [Chavers] appreciated the Farm Bureau culture, because he’s worked at other places where it was just sink or swim.”

 

“Even with mentor week being canceled,” Cody added, “those agents who attended New Agent School and gave their time and advice were helping the news agents. These experienced agents showed how much they care about their profession and this company. I wish everyone could have seen it first-hand. It made me so proud to be a part of Farm Bureau, to have those agents walk away at the end of the day feeling confident about their future, it’s a feeling I can’t describe.”

 

If you are an experienced agent who would like to teach new agents the techniques you use to stay on top, please contact Cody at extension 4448 or cbird@idfbins.com.

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