I started my brokerage firm in 2005, when I was 26 years old. And for a few years, it was just me, myself and I doing the best I could to grow the business while tapping into the resources of my general agency.  I got a contract with Mass Mutual as an agent, so I could receive a “training salary” to help out with expenses and so I could do some cross-selling.  A friend and mentor of mine, Joe Sparacio, who is now the Head of Field Management at MassMutual HQ, gave me some advice: “Susan, you make money, things make money or people make money for you.” I was sitting in one of my first offices on 26th Street and Broadway in New York City at the time and I immediately  knew that advice was gold.  

Fast forward almost two decades and we now have about a dozen outside producers here in New York, as well as in California, Wisconsin, New Jersey, Illinois and Florida.  

I get people that ask from time to time, “How do you get them?” The answer is pretty easy: you ask.  

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Paul Wilson

Paul Wilson is the editor-in-chief of BenefitsPRO Magazine and BenefitsPRO.com. He has covered the insurance industry for more than a decade, including stints at Retirement Advisor Magazine and ProducersWeb.

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