Let’s face it — the second you mention “recruiting” in the insurance world, people get nervous.
We’ve all seen the shady DMs, the empty “leadership opportunities,” and the classic override pitches that feel like something out of a late-night infomercial.
But here’s the truth: building a team doesn’t have to be weird.
If you do it the right way — with transparency, proven systems, and real value — it can be one of the most rewarding parts of your business.
At TMS Insurance Brokerage, we help agents grow teams the ethical way: no gimmicks, no fluff, just real support and smart structures. Here’s how to build an insurance downline the right way — and actually feel good about it.
🤔 First: Should You Even Build a Downline Yet?
This might surprise you, but not everyone should start recruiting right away.
If you’re still learning how to sell consistently…
If you’re dependent on your personal production to pay the bills…
If you don’t yet feel confident mentoring someone through tough client conversations…
Then pause. Focus on building your own book of business first.
The best leaders are self-sufficient.
They’ve already figured out how to close sales, retain clients, and market themselves — so when they start building a team, they’re teaching from experience, not theory.
And just as important: they’ve created margin.
They’re not selling full-time anymore. They’ve built space in their week to mentor others, follow up, and help their agents grow.
Great teams are built on unselfishness.
The best downlines come from people who care more about their agents’ success than their own override checks.
If that’s your mindset — and you’re ready to lead with value — keep reading.
🚫 What NOT to Do (If You Want Agents to Trust You)
We’ve all seen the worst of recruiting. Avoid these mistakes at all costs:
- “You’d be perfect for my team 😉” — vague, creepy, and lazy
- Talking about commissions before you talk about support
- Overpromising leads, systems, or payouts you don’t control
- Sounding like you just want warm bodies to boost your override
If it feels like a pitch, people will run.
✅ What TO Do: Recruit with Real Value
Here’s how successful recruiters at TMS attract agents — and actually keep them long-term:
- Start with Service
Lead with help, not hype.
“Hey, I know how hard it is starting out. If you ever want to talk through contracting, lead gen, or tech setups, happy to share what’s worked for me.”
That opens the door without pressure.
2. Talk About the Systems, Not Just the Contract
Agents don’t want to “join” you — they want to join a process that supports them.
At TMS, our agents confidently offer:
- Free OmniReach CRM (text/email automation, appointment tracking, lead follow-up)
- Step-by-step Medicare Advantage & Supplement training (not generic YouTube videos)
- A real onboarding team and access to a Success Manager
You’re not just recruiting — you’re plugging them into a system that actually works.
3. Share Real Wins, Not Flexes
Be honest about your story. Focus on transformation, not perfection.
- “Here’s what I struggled with early on…”
- “This is the script that finally helped me close consistently…”
- “The first time I automated follow-up texts, my no-show rate dropped in half.”
That kind of honesty builds trust.
4.Let TMS Handle the Heavy Lifting
You don’t need to train every new agent yourself.
When you build your downline with TMS:
- We help with contracting and onboarding
- We do the training
- You earn overrides
- And you stay focused on growth, not babysitting
You lead. We support.
💸 How Overrides Really Work (The Transparent Version)
Overrides can be a great source of passive income if you build a healthy team.
Here’s what it looks like at TMS:
- You’re vested Day 1 — you own your business
- Your downline agents keep full commission — your override comes from the carrier
- We support multiple levels — so you can build leaders under you
It’s not an MLM. It’s smart business — when it’s done right.
🎙️ Bonus Tool: Use Our Podcast to Recruit Passively
Want a simple, non-cringey way to show agents how your team works?
Share an episode of the Medicare Agent IQ Podcast.
No pitch. No fluff. Just real agents talking about:
- Their first big win
- How they closed more policies with better training
- What mentorship meant to their early success
Let them hear the culture — not just your words.
🎯 Final Word: Lead Like a Mentor, Not a Manager
Recruiting isn’t about stacking agents.
It’s about creating success stories.
If you’ve got the systems, the space, and the heart to serve — you’re ready.
And if you want help building your team with tools, training, and real support behind you, we’re here.
👉 Book a call to talk team-building, overrides, and how TMS can help you scale.