A guide to starting your own insurance brokerage | B12

If you have the right technical knowledge and business mindset, starting your own insurance brokerage firm could be a great step, especially in the current post-pandemic landscape. The insurance industry has experienced immense growth over the years and with it an explosion of opportunities to provide insurance brokerage services.

Do you want to take advantage of these opportunities? this quick guide is for you. learn the basics of starting your own insurance brokerage from scratch and how to position your business for success.

Reading: How to start your own insurance brokerage

what do insurance brokers do?

As an insurance broker, you act as an intermediary between your client and an insurance agency. Ideally, you should have a thorough understanding of how insurance products work so you can find the policies that best suit your needs at a reasonable price.

There are two main types of insurance brokerage services: captive agencies that act as agents for a single insurer, and independent insurance brokers that sell insurance products from multiple insurers.

Most new brokerage firms fall into the category of independent insurance brokers. this allows them to sell insurance products from different insurance companies, which in turn allows them to serve a broader customer base.

There couldn’t be a better time to get into the insurance business, especially since nearly everyone in the United States has insurance. even commercial entities are required to have one form of insurance or another. In addition, more and more people realize the immense benefits of being insured. For example, people with extensive health insurance policies were better prepared to handle complications from the COVID-19 pandemic.

In addition, there are now dozens of resources for launching a new business in the insurance industry, so as long as you have the right skills and business acumen, the path is relatively easy.

When are insurance brokerage services needed?

Not everyone who wants to buy insurance products will need to go through a broker. people can simply go directly to the insurance agency of their choice and purchase the insurance policies that are best for them.

Those who turn to a broker are often people with complicated insurance needs, such as small business owners who need multiple policies and homeowners who own multiple real estate properties.

How do insurance brokers make money?

There are two main ways to make money as an insurance broker: commissions and broker fees. let’s discuss each one in more detail so you have a better idea of ​​what to expect.

• commissions

Insurers pay a commission when the broker refers a client to them. The amount of the commission varies depending on a number of factors, including the type of insurance policy provided and the commission rate set by the insurance agency.

The actual amount is calculated as a percentage of the premium. most insurance companies include this commission amount in the price of the policy. Typically, first policies pay a higher commission than policy renewals. for example, in the early years, life insurance brokers can earn up to 100% commission.

It’s important to maintain a good working relationship with your customers and encourage them to stay current on their premium payments. In some cases, if the client cancels the policy or stops making payments during the first few years, they may have to return the commission to the insurer.

• intermediary fees

These fees are collected from the customer and are generally non-refundable. the amount must be reasonable and must be explicitly known to the buyer or client before they are connected with the corresponding insurance agency.

Please be aware of broker fee restrictions. Some states place a limit on the amount you can charge for insurance broker fees.

Some insurance brokers charge commissions and broker fees, which means they make a profit from both parties in a single transaction. According to the salary scale, insurance brokers in the us. uu. earn around $62,000 per year. entry-level brokers can earn around $45,000 or more.

insurance broker versus independent insurance agency

Before you continue, you should be aware that insurance brokers are not the same as independent agents. It’s a common misconception, especially since they both work with multiple insurers and make money through commissions. however, there are some stark differences between an insurance broker and an independent insurance agent, such as:

• Independent agents make their money only from commissions, while insurance brokers can also make money through broker fees.
• Insurance brokers represent the purchaser of insurance products, while independent agents represent insurance companies.
• While both independent insurance agents and brokers can work with multiple insurance companies, there may be some restrictions that prevent independent agents from offering certain policies. insurance brokers, on the other hand, generally don’t have to deal with such restrictions.

critical requirements to launch a successful insurance agency

The idea of ​​starting your own insurance brokerage can be quite appealing. but where do you start? Well, the first thing you need to know is that building and running a successful insurance agency comes with a lot of responsibility. And so, before diving into the process, you must first understand what is required. these include:

initial capital

On average, you’ll need $50,000 to $500,000 or more to cover the start-up costs of a new insurance brokerage. These costs include rent, license fees, continuing education, office equipment, agency management system, and insurance. yes, you have to pay for insurance even though you mainly offer insurance policies to your clients. you also need to have enough money to maintain positive cash flow in the early years.

The actual amount you’ll need depends on many factors, including the type of business entity registering, the location of the business, and the types of insurance products it intends to offer.

In terms of raising capital, you can apply for a business loan, though keep in mind that you’ll need to meet the requirements, such as a good credit history, relevant work experience, and a solid business plan. You can also use your own money or look into grants or crowdfunding options.

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access to insurance companies

As a new insurance agency, it can be difficult to access insurance companies. These companies are not going to allow just anyone to offer their products on their behalf. Insurers will often need you to demonstrate relevant insurance brokerage experience as well as a detailed business plan. you may also need to commit to a particular premium volume within a specific period.

There are three main ways to get the experience you need:

• Degree Programs: Some schools offer four-year degree programs for business insurance or other directly applicable courses such as finance, risk management, or marketing. Having a relevant headline is a great way to stand out and can help you reach your goals faster.
• Internships: As a broker, you don’t typically work for an insurance agency, but you can gain a lot of valuable experience by interning with one. Internships are also a great opportunity to learn the ins and outs of the insurance industry.
• Certifications: Professional designations can help you accelerate your career as an insurance broker, as well as help you stay on top of new laws and policies. Some of the more prestigious certifications you can try for include the Certified Professional Insurance Agent (CPI) program and the Certified Insurance Counselor (CIC) program.

buy a business book or start from scratch

A book of business is simply a list of clients maintained by an individual or business offering professional services. You may choose to purchase a book of business from an insurance agency, so that when you launch your own brokerage firm, you already have clients to work with. Some insurance companies require new businesses to have a book of business before granting them access to their insurance products.

However, before you buy an existing business book, first make sure it’s the right fit for you. understand why agency owners are selling their client list in the first place. Also, find out the book’s current market value so you can be sure your investment will provide you with tangible returns. When in doubt about whether or not to buy, be sure to get legal advice.

Alternatively, you can choose to start from scratch and create your own customer list. This is great if you already have a couple of clients you can work with and a strong network from which you can generate new business. the downside is that it will take you longer to build a strong customer base.

buy or lease office space

If you want clients and insurers to take you seriously, you’ll need dedicated office space for your insurance brokerage. leasing and outright purchase are the main options available to you in this case. Both options have their pros and cons, so ultimately it’s up to you to decide which one best suits your business approach.

With leasing, you don’t have to worry about raising enough money for a down payment. Your lease payments are also tax deductible, plus you are not responsible for repairs and maintenance of the office space. That said, leasing means you can’t build up capital and office space will still be a liability on your books.

Buying office space allows you to build capital, and real estate can be an integral asset in your business. In addition, you can generate additional income by renting any available space on the property, as well as being able to deduct interest payments. however, this business requires a large down payment, which can be difficult to come by, especially as a small business owner.

5 steps to becoming a licensed insurance broker

No matter what type of insurance products or policies you wish to broker, you must be properly licensed before you can begin trading. As such, this is generally the main starting point on the path to starting an insurance brokerage.

Step #1: Check the requirements in your state

Each state has its own licensing requirements for insurance brokers, so start by checking your state insurance department or insurance licensing board website for specific requirements. For example, in some states, you must have a title before applying for an insurance license. you may also need to apply for multiple licenses depending on the type of insurance products you plan to offer.

Step #2: Complete Pre-Licensing Requirements

The pre-licensing process may be different for each state, but for the most part, the requirements are fairly similar. some of the more common include:

complete required courses, including courses on insurance codes and ethics, which you are expected to address.

take the qualifying exam: You will need to register for the state-administered insurance licensing exam and pay the required fees. The exam covers a broad set of topics including insurance products and relevant state laws.

submit your fingerprints and other biometric data; some states require it as part of their background checks.

You have a set amount of time after completing these license requirements to apply for your insurance broker license. make sure you don’t miss the deadline or else you may have to go through the whole process again.

Step #3: Obtain a bond from an insurance broker

Even after becoming licensed, some states still require a broker’s bond before an applicant can begin work. The insurance broker’s bond is a type of bond between you, the broker, the state, and the bonding agency. states require this as a way to protect customers from unscrupulous dealings and to hold the broker financially responsible.

Here’s how it works: The bail bond agency guarantees that you have the financial ability to pay any claim that is made on the bail bond. For your part, you agree to abide by the terms of the bond and pay the bond agency if valid claims are made.

You may also need to obtain professional liability insurance, such as errors and omissions or e&o insurance. this is for your own protection as an insurance broker against claims of negligent action in improper work provided.

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step #4: decide your niche

Now that you have an insurance license, what core niches will you focus on? there are several areas in the insurance industry that you can choose from. just make sure the niches you choose can generate income for your new business.

If you’re starting out on a small scale, consider focusing on a few specialized services. this way, you have a very specific target market. On the other hand, if you are starting out on a large scale, you can afford to target as many niches as possible so that you can cater to a larger pool of customers.

Some common niche areas for startup insurance brokerage firms include:

• life insurance brokerage
• health insurance brokerage
• annuity brokerage
• brokerage of accident insurance policies
• reinsurance brokerage
• risk management consulting

step #5: choose the most appropriate legal entity for your insurance brokerage

There are several factors to consider when making this particular decision. These include tax, liability, flexibility, management, and ease of ownership. basically these considerations will dictate how you will run the business.

in the usa In the US, there are five main types of legal entities for registering new businesses: sole proprietorship, partnership, limited liability company (LLC), C corporation, and S corporation.

Each option has distinct advantages over the other. For example, sole proprietorships and partnerships have fewer requirements and are therefore easier to set up. used for insurance brokerage, however, trading capacity may be severely limited. Under LLC and Corporation, your liability is capped because the business is considered a separate entity. however, there is less flexibility and there are tons of paperwork and procedures involved.

How do I generate new business as an insurance broker?

Even if you’re just starting out with a book business, you still need to find a way to acquire new customers if you want to stay in business. This part can be challenging, especially since it involves financial services. there is likely to be a lot of hand involved and you will need to invest heavily in educating your target market about your services and why they are needed.

Here are three main ways to generate new business as an insurance broker:

strategic partnerships and networking

Partner with local businesses that operate in a similar niche as your insurance broker. Let’s say you’re operating in the property insurance niche, you could form a partnership with a real estate agent in your neighborhood. this way, they can simply refer their clients to your firm.

Remember that every new customer you bring in is a potential referral source. don’t be afraid to ask for referrals from your new clients.

An important aspect that is often overlooked when it comes to face-to-face interactions with potential customers is appearance. if you’re going to trade financial services, you have to look good. this means maintaining a professional appearance, guest posting, creating brochures, offering free promotional tools, etc.

get a website

It’s 2021. I’m sure you already know that you can’t be successful in business without an established online presence. a well-designed professional website is the best way to go. your potential customers should be able to find you online; Otherwise, you’d better not bother with starting a business. that’s the reality today.

Having a website is not only good for attracting more customers, but also potential employees. when you want to expand and hire new agents, they’ll want to check you out on the web to determine your credibility.

take advantage of social networks

Social media marketing is all the rage right now and for good reason: Almost everyone is on at least one social media platform. to market your new insurance brokerage, linkedin continues to be the platform of reference. this is where you are most likely to find people interested in insurance and related services. facebook, twitter, youtube, and reddit are also great options.

Even if you don’t actively market your services, you still need social media to create a positive public perception of your brand. More importantly, it can help you maintain a competitive edge in the insurance industry.

When will my insurance broker start making a profit?

There is no standard answer here. Even if you manage to take into account all the internal considerations, there are several external factors that can influence the profitability of your new company. new government regulations, global pandemics, economic uncertainties… any of these can arise at any time and impact the entire insurance industry.

That said, companies can determine profitability and create a projected schedule using gross profit estimates, sales projections, and cost analysis.

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