Leadership Interview

NICK STREET

Director of Sales

All leaders

The Seat

Broad Industry Set

The same industry-wide questions every HPM leader answers.

  1. For an agent who has never worked with an FMO, what does an FMO actually do on a normal Tuesday that an agent could not do alone?
  2. When someone chooses the wrong Medicare plan, what happens to them six to twelve months later that nobody warned them about, and how does a good agent prevent it?
  3. What is one rule in Medicare or the ACA that makes no sense until someone explains why it exists?
  4. What is the single piece of advice that, if a new agent followed it, would almost guarantee they wash out inside their first year?
  5. What decision does a new agency owner make in the first ninety days that quietly kills the agency by month eighteen?
  6. Two agents both step away from selling for six months. One comes back to a business that kept running, the other comes back to nothing. What did the first one build that the second one did not?
  7. When a CMS rule change or a carrier shift lands, who tends to get hurt and who tends to get ahead in the same six months, and what separates them?
  8. What is a book of business that looks impressive on paper but is actually fragile the moment the agent behind it steps away?
  9. If an agent builds their whole book through an FMO and later decides to leave, what should they have asked about book ownership and portability on day one?
  10. What kind of agent should you honestly talk out of this business, or out of going independent, before they get hurt?
  11. Where is the health insurance market actually heading over the next three to five years, and what should an agent be doing today to be ready for it?
  12. What is a moment in this business where doing the right thing for a client cost you money, and would you do it again?

The Sales seat

  1. You build and run growth strategies. What is a growth tactic that works right now that most agents are sleeping on?
  2. What do you coach your sales managers on that an individual agent could apply to coach themselves?
  3. What is one stat that never shows up on a scoreboard but predicts who is still here in three years?
  4. What market trend are you watching right now that should change how an agent works this year?
  5. What is the fastest way you have seen an agent go from stuck to growing, and what changed?
  6. What is the single piece of advice that would almost guarantee a new agent washes out in year one?
  7. How do you build the kind of stakeholder relationships that actually open doors in this business?
  8. When you look at a new agent, what is the tell in the first conversation that makes you think they will make it?