What is a captive agent?
A captive agent represents a single insurance company and sells only that company's products. The company may provide training, leads, an office or other support, and it usually sets rules for how the agent markets and sells. Captive agents are often paid differently from independent agents.
What is an independent agent?
An independent agent is appointed with several carriers and can sell products from any of them. Independent agents usually find their own leads and set their own process. They often work through an agency or upline, sometimes called an IMO or FMO, for contracting and support.
Can a captive agent buy final expense leads?
It depends on the agent's contract. Some captive companies allow agents to buy leads from outside vendors; others restrict it or require approval. Read your contract and ask your manager before buying. We do not give legal or contract advice.
How does being independent help with inbound calls?
Being independent helps because you can match each caller to a product from several carriers. Final expense callers have a wide range of health histories and budgets. With more carriers, you have more chances to find a level benefit option for a healthier caller or a graded benefit option for someone with health issues. See final expense underwriting basics for phone sales.
How does being captive affect inbound calls?
A captive agent has one carrier's products, so some callers may not fit any of them. That is not a reason to avoid inbound calls, but it is worth knowing before you choose states and order size. Ask your company which products are available in each state you plan to choose.
Do licensing rules differ?
No. Both captive and independent agents need a life insurance license in each state where they sell. Appointments differ: captive agents are appointed with one company; independent agents with several. See do you need a license to buy final expense leads.
How does each choose states?
Choose only states where you are licensed and have products available. For captive agents, that is where your company offers final expense. For independent agents, it is where at least one of your carriers does. See final expense leads by state.
How does each track results?
The same way: calls received, billable calls, presentations, applications and issued policies. Independent agents may also track which carrier each sale went to. See how to track your final expense lead results.
Should I switch from captive to independent?
That is a career decision with many factors: income structure, support, freedom and contract terms. It is outside what we can advise on. If you are considering it, talk with agents on both sides and read contracts carefully.
How do I start with inbound calls?
Once you have confirmed your contract allows it and you know your available products, choose your states and hours and place an order. Calls usually start within 3 to 7 business days, with no long-term contract. See how inbound final expense leads work, and see pricing on the pricing page.
How does product choice affect the call?
With several carriers, an independent agent can often find a level benefit option for healthier callers and fall back to graded benefit or guaranteed issue for others. A captive agent works within one company's lineup and should know exactly where each product fits. Either way, ask health questions first and quote what the caller qualifies for.
How does support differ?
Captive agents often get training, tools and sometimes leads from their company. Independent agents usually rely on an agency or upline, or build their own tools. Consider what support you need to handle live calls well, from quoting tools to underwriting help.
Does either type get billed differently by us?
No. Billing is the same for everyone: a call is billable only when it lasts 90 seconds or longer.
What should I ask before ordering calls?
Ask yourself three things: does my contract allow outside leads, do I have final expense products in each state I plan to choose, and can I cover the hours I list? If the answer to all three is yes, you are ready to order. If not, sort those out first, because each one affects every call you receive.