Webinar | Leading Independent, Exclusive Agents: Change Management, Incentives, and Buy-In

A new comp plan rarely changes how independent agents sell on its own.

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At Farm Bureau Financial Services, the contract works because district managers and territory plans pull in the same direction.

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In this session, Andrew Harris and Marc Wallace from RevenueShift spoke with Ryan Harklau, VP of Sales and Distribution at Farm Bureau, about how they line up agent pay, field leadership, and territory investment behind one strategy across their eight-state footprint.

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You'll come away with:

• A clearer sense of what earns buy-in from agents who work as independent, exclusive agents rather than employees
• Strategies to implement change and overcome resistance from top performing sellers
• A way of thinking about sales culture and role design that ties everyday agent activity back to growth objectives
• Clear recommendations for incentive and territory design that make cross-selling the natural next step

Coverage and compensation changes only go so far when the real challenge is buy-in. If you're looking for practical ways to grow account penetration and motivate an independent sales force, we think you'll get a lot out of this session.