I have a question for you today. What do you tell your clients when they ask you how much you’re getting paid to represent them? Do you disclose it, or do you try and figure out a way to weasel out of the situation and not have to answer the question?
My question today is, do you disclose your compensation to your clients? I was following a thread in one of the forums online, and somebody was complaining because they had a client ask them to disclose exactly how much they were making to handle their account. And the responses were varied, but by and large, the victim police came out, and everybody stood behind this person, saying, “You should never have to tell them what it is that you make. You shouldn’t have to disclose that to anybody. All they’re going to want to do is take a piece of it back for themselves.”
This behavior is the craziest mindset I think that I’ve ever heard. I have no problem at all telling people what I make because guess what? I earn it. If you’re not providing value, I can understand why you might not want to let somebody know how much you’re getting compensated for handling their account. I can tell you, in my entire career, there’s only a handful of times that a middle-market company has had to ask me what I’m getting paid, and usually, it’s because I just haven’t gotten to that part of the presentation yet. I disclose my earnings and my agency’s earnings every single time. You don’t have to make it a serious conversation. If somebody asks, say, “You know what? I’m so glad you asked. That’s my favorite topic! I love to talk about my compensation.”
If you’re afraid to tell somebody how much you’re getting paid, I have to question if you’re delivering value that’s going to get you to the level of the commissions you earn. If you’re not, you deserve to lose the account because you’re not earning your pay.
Here’s a fact. If you have companies out there that are hammering you about how much you’re getting paid and you don’t have a good response, tell them what I tell them. These small businesses are the ones that hammer you the most, which is one reason why I live in the middle market these days. But ask them a question. Do you expect me to make less than a server in a restaurant to protect your most valuable assets? See, we get compensated, by and large, 10 to 15% commission, and in some cases more. Why should we make less percentage of the sale than the person that’s keeping your beer full and cold and the wings coming?
Guys, I hate to tell you, but if you’ve got a problem disclosing that you make as much, or even less, than the person bringing you the bottomless fries at Red Robin, then you probably need to look at yourself.  Become comfortable with what you’re offering and what you’re doing, and then figure out a way to have that conversation. There’s never a reason for you not to disclose it.
And truthfully, in many jurisdictions, you have to disclose compensation, so you probably need to check with your state government and the insurance department before you make any rash decisions to keep information to yourself. Listen, coldblooded killers have no problem talking about what the bounty is. We’re going to let somebody know what it costs to engage with us and to keep us around. If you can change your mindset and embrace what it is that you get paid and learn to solve problems and charge for that like an accountant or an attorney does, you’re not only going to get treated like the accountant, and the attorney does, you’re going to kill it in commercial insurance.
In commercial insurance, the most dangerous threats to your book of business aren’t always visible on the loss runs. One of the most overlooked vulnerabilities for middle market producers is ignoring the personal lines needs of their business owner and executive clients.
In an industry where tradition often outweighs innovation, artificial intelligence and automation are slowly but steadily reshaping how independent insurance agencies operate. The push toward smarter, more efficient workflows is no longer a matter of if—but when. While many agencies are still evaluating how AI fits into their operations, early adopters are already reaping the benefits of streamlined submissions, faster processing, and actionable data insights.
The commercial insurance industry is changing faster than ever—and not always for the better. Consolidation is accelerating. Service levels are declining. Private equity is pushing agencies to scale in ways that strip out the personal touch that once defined the independent channel. But for the producers willing to do the work, lean into mentorship, and sharpen their craft, this isn’t a challenge—it’s an opportunity.
The commercial insurance industry is in the midst of a major evolution. The traditional workflows that once drove agency productivity are now dragging down growth, overloading staff, and frustrating owners who are trying to scale efficiently. For independent insurance agencies—especially those in the middle market—adapting to these challenges without increasing overhead is a tightrope walk.
Few industries reward consistency, discipline, and patience quite like middle-market commercial insurance. Initially, every producer starts with a different story, background, and path into the business. However, the ones who rise are the ones who learn to embrace the long game. Moreover, while success may take time, those who persevere ultimately reap the benefits. Furthermore, this industry values resilience, and those who remain committed often find themselves achieving great success in the end.
In today’s performance-obsessed culture, achieving elite status in your profession can often come with a hidden price. Tania Khazaal, known to many as Tanya the Herbalist, knows this truth firsthand. After climbing the ranks in the insurance industry and landing in the top 1% of sales professionals, she found herself at a crossroads. Despite the accolades, international travel perks, and consistent recognition, she was suffering from a quiet crisis: burnout.
Please confirm you want to block this member.
You will no longer be able to:
Please note: This action will also remove this member from your connections and send a report to the site admin. Please allow a few minutes for this process to complete.
Responses