The Role Nobody Designed - that agents actually needed#

My first insurance agency was in a building that used to be a candy store in Geneva, Illinois. It was 2011, I had no book of business, and I was learning every single thing the hard way.

One of those things I learned was what my Field Sales Leader was actually there to do.

At the time, I thought the FSL was supposed to be my business coach. Someone who understood my market, could help me build systems, and would walk alongside me as I figured out how to turn a blank agency into something real. That’s what the recruiting pitch implied. That’s what the org chart suggested.

Stop Telling Agents What To Do - Consultative > Prescriptive Coaching#

There’s a conversation that happens thousands of times a week across the insurance industry. A field leader sits down with an agency owner, reviews their numbers, and says some version of: “Your close rate is low. You need to quote more. Your retention needs to come up. You should be cross-selling more.”

The agency owner nods. Maybe takes a note. The field leader leaves. Nothing changes.