Choosing an Insurance Agency
How to Evaluate an Insurance Agency Before Joining
Questions new life insurance agents should ask about commissions, chargebacks, leads, ownership, training, releases and one-on-one support before joining an agency.
Reviewed and updated September 26, 2026. Written from Colton Sturgill's experience serving independent insurance agents for over 10 years and operating insurance lead generation and sales technology.
Interview the agency as carefully as it interviews you
A recruiting presentation is designed to show opportunity. Your responsibility is to understand the operating relationship: compensation, expenses, ownership, support, restrictions and what happens if you leave.
Ask for written answers and contracts before making financial commitments.
Ask how income actually works
Understand commission levels, advances, as-earned options, chargeback rules, vesting, renewals and who carries debt if a policy lapses. Ask when commissions are paid and what conditions delay payment.
A projected annual income means little without expected lead expense, placement and persistency.
Ask what training looks like after week one
Determine whether training includes live case review, call review, underwriting, appointment setting, field work and individual performance diagnosis. A weekly motivational call is not the same as personal development.
Ask how many agents each manager supports and how struggling producers receive attention.
Ask about leads, data and ownership
Clarify whether leads are required, shared, recycled or exclusive; who owns customer records; whether you can use your own vendor; and what technology access ends when the contract ends.
Also review release policies, non-solicitation terms and any fees with an appropriate professional before signing.
Frequently asked questions
What is the most important question to ask an insurance agency?
Ask for the complete economic and contractual picture: how you are paid, what you must spend, what can be charged back, who owns the book and what happens when you leave.
Is a large team automatically better for a new agent?
No. A large organization can provide resources, but the relevant question is whether you receive accessible, competent support for your market and stage.