THIS ARTICLE IS BASED ON ABOUT 480,000 CAREER LIFE AGENTS AND INDEPENDENT AGENTS MAKING A LIVING, AND TO THE 600,000 DESPERATELY STRUGGLING TO SURVIVE.

We sincerely compliment the integrity and endurance of all life insurance salespeople who have endured 4.3 years of selling insurance. 4.3 years is used, as this is the median time an insurance agent has been selling. Our opinions and research are meant to give recruiters a realistic view of the effect that career life agents and their agencies has made upon recruiting. As you can see below. we recognize the importance of career life agents, yet want to bring to light many tendencies we have observed over the years. The national estimates below are ours, researched from our insurance database. We have never seen an Accurate report on what the precise figures are for any of the six major comparison categories below.

These are the major entry points for an agent selling life and health insurance:
(1) A Career life agent insurance agency - national estimate 40%
(2) A Fraternal life insurance agency - national estimate 15%
(3) A Multi-Line independent agency - national estimate 20%
(4) A Captive multi-line insurance agency - national estimate 25% (State Farm, Allstate, Nationwide, etc,)
(5) A Debit life insurance agency - national estimate 5%
(6) An Independent life health insurance agency - national estimate 5%

After 4.3 years these are figures we have evaluated for agents that broker life business outside their primary carrier.
(1) Career life agent - 51%
(2) Fraternal life agent - 75%
(3) Independent Multi-line life agent - 60%
(4) Captive Multi-Line agent - 0%
(5) Debit life agent - 10%
(6) Independent life agent - 90%

Using our record analysis these are the turnover (drop out) rates of agents not making  4.3 years experience. .
(1) Career life agent - 5%
(2) Fraternal life agent - 15%
(3) Independent Multi-line life agent - 12%
(4) Captive Multi-Line agent - 25%
(5) Debit life agent - 5%
(6) Independent life agent - 30%
Of all agents combined, the fact is that 85% of agents do not last beyond their first 1 1/2 years in the life insurance business.

How the agent determines what style insurance agency is going to start his career with:
(1) Career life agent. Look at the characteristics of a career life insurance agency. (1) Name enticement. When an agent decides to sell life insurance, the name of the company often has a lot to do with the decision. The prospective agent often interviews with a company they have see in magazine or television ads. He (she) might also have a relative that is insured with them. Other factors include (2) Location, (3) Subsidy, (4)Promise of making "big money" fast. See Article: How A Career Agency Survives
(2) Fraternal life agent. This agent works for a Fraternal Life Insurance Company. The agents, called representatives sell policies called certificates to policyholders called members. The Fraternal society provides social activities and financial benefits to needy members and to charitable organizations. A Fraternal Society is sometimes restricted to those of a certain religion or occupation, or it could be anyone wanting to share the belief of helping others. The agents (reps) often sell policies their company does do offer. Fraternal Life recruits are often found by district managers using a combination of current fraternal members and various advertising.
(3) Independent Multi-line life agent. These agents not only sell life and health, but fire, casualty, home, boat, car, and commercial. Their sales of car and homeowner insurance are usually with at least 3 carriers. These carriers often provide life insurance, but the policies are very basic and the commissions are often on the low side. This is why independent multi line agents are so likely to broker business. Many times within an agency, fellow producers are brokering like products with different brokerage insurance companies.
(4) Captive Multi-Line agent. Recruiters leave these agents alone. These agents concentrate on selling fire, casualty, homeowners, and liability policies with only one carrier. These agents represent common yellow page carriers like "State Farm", "Nationwide", "Allstate", and many others. The life or health insurance business is strictly with their carrier, and rarely or never with an outside carrier. These agents are much more apt to leave the business entirely, then they are to switch to a different style carrier. Policyholders make up a good chunk of their new recruits.
(5) Debit life agents. Often these agents are recruited through newspaper ads in big, lower income metropolitan areas. They are given a route of company clients of all ages. It is the agent's job to services, and in many case, actually go on a regular basis to the residence and pick up business. Unless they sign up many new clients, while enhancing the coverage of their present clients, the chance of survival is very limited.
(6) Independent life agent. As the figures in the chart above show, the amount of agents starting their career is very low. The agents are likely to be related to an agent in the agency, a current close policyholder, or an acquaintance of a member of the agency. The head of the agency is often a General Agent with at least one life insurance company. There are different carriers used for selling various life, health, investment, and annuity products. The producers often use the same carriers as the General Agent, but may enter into additional contracts on their own. If they are able to reach the status of a large personal base of clients, they may leave the agency. Then they often become a PPGA, Personal Producing General Agent, for a life carrier. In addition, they will usually broker business.

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