Scaling Your Agency or Call Center

Introduction:

Hiring the right licensed-only agents (LOAs) is a critical step in scaling your agency or call center. Whether you're looking to expand your Medicare, ACA, Life Insurance, or Ancillary product offerings, finding top-tier agents can help you increase sales and streamline operations. However, the hiring process can be time-consuming and complex. That's where PSM Brokerage comes in. With our comprehensive support, including lead generation, carrier relationships, and ongoing training, we provide a clear path to recruiting successful LOAs who can help you reach your goals. By following our proven blueprint, you'll have the tools to build a motivated, skilled, and compliant team to drive growth in your agency.

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I. Job Aid: Steps to Hiring a Licensed-Only Agent (LOA)

1. Define Your Hiring Needs

• Determine how many LOAs you need to scale effectively.

• Identify the product lines they will sell (Medicare, ACA, Life Insurance, Ancillary).

• Decide on compensation structure (base + commission, commission-only, or bonuses).

2. Create a Compelling Job Description

• Job Title: Insurance Agent 

• Responsibilities: Selling health & Medicare insurance under the agency’s contracts, following compliance guidelines, and assisting clients.

• Requirements: Active insurance license (or willingness to obtain one quickly), sales experience preferred, strong communication skills.

• Perks: Access to lead generation, carrier relationships, training, and ongoing mentorship.

View Sample Job Post

3. Post the Job in Targeted Hiring Platforms

• Indeed (Recommended filters: Experience Level – Entry & Mid-Level; Category – Insurance Sales; Location – Remote/Specific Territory)

• LinkedIn (Industry-specific groups and paid job ads for better reach)

• ZipRecruiter (AI-driven matching helps find candidates faster)

• Facebook Groups (Insurance Agent networking groups can be a great place to find talent)

• Referral Programs (Encourage existing agents to refer candidates for a bonus)

II. Where to Post & Best Practices for Hiring LOAs

1. Best Job Posting Vendors

2. Best Practices for Posting Job Listings

• Keep it concise and engaging – Highlight perks and why someone should join your agency.

• Use specific keywords – “Licensed Insurance Agent, Medicare Sales, Health Insurance Specialist.”

• Optimize filters – On Indeed and LinkedIn, target "entry to mid-level" candidates in the insurance field.

• Include a clear CTA (Call-to-Action) – "Apply today & start earning!" or "Message us to learn more."

View Social Media Ad Campaign Ideas  |  Image Samples

III. Interview & Hiring Best Practices

1. Screening Checklist for LOAs

 Valid insurance license? If not, how soon can they get one?
  Sales experience? If not, are they coachable and willing to learn?
  Comfortable working in a commission-based structure?
  Availability to complete required training?
  Ability to work in a call center or remote environment?
  Tech-savvy? Can they navigate CRMs, enrollment platforms, and call software?

2. Interview Questions to Identify the Right Fit

• Sales & Motivation: "Tell me about a time you had to overcome an objection in a sale?"
• Product Knowledge: "What do you know about Medicare/ACA insurance?"
• Coachability & Growth Mindset: "How do you handle rejection in sales?"
• Work Ethic: "Can you describe a time when you exceeded expectations in a previous role?"
• Compliance Awareness: "How do you ensure you follow industry regulations in a sales environment?"

View List of sample interview questions

IV. Compensation Plan for LOAs Selling Medicare Plans

A well-structured compensation plan ensures motivation, retention, and scalability for your agency.

1. Base Pay + Commission Structure

• Base Pay: $2,000 - $3,000 per month (optional, based on agency model)

• Commission:

  • 75% of agent-level commissions on new Medicare Advantage (MA) enrollments

  • 50% of agent-level renewals

  • 100% of agency-provided leads included

• Bonus Incentives:

  • $250 per 10 new enrollments/month

  • Additional tiered bonuses for 25+ policies written

2. Commission-Only Structure

• 100% commission-based model

• Higher commission payout per sale (85-100% of agent-level compensation)

• Bonuses based on sales volume

3. LOA Performance Incentives

  First 90-Day Performance Bonus – $500 bonus if 15 enrollments completed in the first 90 days.
  Quarterly Sales Milestones – Tiered bonuses for consistent production.
  Long-Term Growth Plan – Opportunities for senior LOA roles with increased pay/benefits.

V. Next Steps: Onboarding & Training LOAs

Once an LOA is hired, they should immediately be set up for success with:

  Contracting & Licensing Setup – Ensure they are appointed with your agency’s carriers.
  CRM & Sales System Training – Walk them through how to track and follow up with leads.
  Compliance & Ethics Overview – Provide training on CMS regulations and compliance.
  Sales Coaching & Scripts – Equip them with proven scripts for Medicare, ACA, or Life Insurance.
  Marketing & Lead Strategies – Show them how to generate their own leads or how your agency supports them.

VI. Conclusion: Building a Scalable LOA Team

By following this blueprint, insurance agents can efficiently recruit, train, and manage Licensed-Only Agents to scale their business. A structured hiring process ensures only high-quality candidates are brought in, setting the agency up for long-term success.

Building a successful team of Licensed-Only Agents is essential to driving the growth and sustainability of your agency. By implementing the steps outlined in this blueprint, you can streamline the hiring process, attract top talent, and ensure your agents are set up for long-term success.

At PSM Brokerage, we are committed to providing you with the resources, training, and mentorship necessary to make your hiring strategy a success. Let us help you create a team of high-performing agents that will not only meet but exceed your business objectives. Start building your scalable, results-driven agency today with PSM Brokerage by your side.

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