The bread and butter of the agent business is relationships the agent builds with customers. An agent spends the majority of his time cultivating and nurturing these relationships in hopes they return healthy recurring commissions and continued upsell opportunities.
In fact, the 2009 PHONE+Channel Compensation Survey found that partners’ paychecks rely heavily on monthly residual commissions. Half of respondents said their compensation consisted of a combination of upfront commissions, wholesale buy rates and residual commissions. But, more than 36 percent said they are primarily compensated through residual commissions.
So, what happens if