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Run Time: 25:01
in On Point, Podcasts

Franchise Agents Demonstrate How to Sell

It's fascinating to follow the path of a Florida-based franchise organization that provides carrier markets, back-office support, and marketing prowess for established and brand-new independent agents. In this installment, Brightway's Leslie Kolleda offers a strategic overview on the success of an expanding "you sell/we service" model. The group today numbers about 200 locations in 22 states, writing for a total of 217 carriers. Only 47% of new franchisees have prior insurance experience, Leslie says. On the other side, "an inordinate number" have captive agency experience. Brightway is all about personal lines: While agents often handle car and home insurance as an accommodation to business accounts, the opposite holds for these franchisees. Listen for an inside view on what makes this group tick, including marketing techniques.

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