As an agent out in the field during the early days of my career, I often wondered why the company I represented didn't offer more support to the people in the trenches writing the business. I thought about how much better our production would be if we could attract more people who were better qualified and motivated. If only we offered better bonuses, benefits, retirement planning, lead systems, etc.

These grand ideas seemed so obvious at the time. But, after a few years of enduring the learning curve, most of us realize that this concept is easier said than done.

But, over time things change. In today's market, agents are less loyal and more demanding. And why shouldn't they be? After all, they are self-employed with no guarantees of income or benefits. The ABC Company they write for today will probably end up being the XYZ Company tomorrow with a whole different product mix.