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.