“If you have one million dollars worth of leads and are looking at a body of agents, do you sprinkle an even amount of leads across all your agents? Or would you rather light money on fire!” 🔥🔥🔥
- Brad Hannon, Signature Medicare Solutions | Sales Coach

IFG welcomes Brad Hannon, the top-producing agency owner of SignatureMedicareSolutions.com, plugged into the IFG Platform, for a candid look at his journey from a captive agent with US Health to exponential growth as an insurance expert training agents for success in Medicare, Health, and Life.

Brad shares with Matthew Murray, IFG's Director of Sales and Marketing, his background and thoughts on building a successful career in insurance.

Matthew asks, "You've always been a guy with an intuition about you. How did you know who to go with?" 

Brad shares, "I go in at one hundred miles an hour. Then, I slowly start pulling back if it isn't working out." 

Brad shares his goals for employees and how building an exceptional culture drives agents to want to work from the office and not from a home environment. His new agents must be in-house for at least 90 days to get the one-on-one training they need to succeed. 

Brad attributes his recruiting success to the relationship with IFG and Humana. Using an outside recruiter to vet candidates, making sure they have licenses. He looks for life and health-licensed candidates who have not sold Medicare or either fizzled out because they did not receive the support they needed. Brad, in turn, takes that agent and offers a base salary plus commission, inbound leads, and culture. Brad shares, "The hiring process has been highly successful mostly due to the nature of my business changing."

Brad shares how his wife introduced him to insurance with a captive agency. He admits to going all in with a drive to succeed, way too passionate, way too polarizing of a personality in a large office with many people. Brad shares candidly, "Through a series of events, we were both terminated. My wife and I both for stealing leads." Brad explains that they were not stealing. They were just getting more leads. 

Hypothetically, Brad questions, "If you have one million dollars worth of leads and are looking at a body of agents, do you sprinkle an even amount of leads across all your agents? Or would you rather light money on fire!" 

Brad explains the no-win situation of his wife being in charge of leads for the captive agency and the spotlight it put on his top-performing team, which had the most states closing the most deals. He shares the frustration of working so hard to be caught up in a storm of uncertainty and the frustration he suffered, only to come full circle when they looked to expand and offered him a new position. Intuition prevailed, that same captive agency offering the world on his terms. "It just didn't feel right," he shared. "I didn't want to feel like I was moving backward." 

Matthew asks Brad, "Where do you get that intuition? Do you think it comes from something personal inside you?"

Brad admits, "Saying I have intuition gives me more credit than I deserve. I have the opposite of intuition, and I have passion. My passion runs me into places sometimes I have to back out of. But, I go very fast into those places and figure out quickly if it is right or wrong."

You want to take advantage of this podcast with amazing insight and real-life experience from insurance expert Brad Hannon. To learn more, visit BradHannon.com. 

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