Understanding MassMutual's Career Agency System & Structure

Producers in the early years

MassMutual gives experienced producers an overarching feeling of being in control of their business and the conviction that they can get to the next level of production. Where they once felt the path for them was pre-defined, at MassMutual, opportunities both personal and professional are as varied as the people who pursue them.

Veteran Producers

Despite their extensive experience, veteran producers from other companies often don’t feel they have a voice within their company. At MassMutual, we solicit and need the feedback of successful producers. You are our voice!

The ‘same old, same old’ approach doesn’t get veteran producers to the next level. New ideas and fresh approaches to handling challenges do.

Sales Managers

The experience of being a Sales Manager in the financial services industry can vary dramatically from company to company. We’ve arrived at some decisions around the sale manager role that have helped our company grow substantially over the years. First, our Sales Managers like the fact that they are not prohibited from selling. Not only is the additional income great, but the ability to ‘train new associates by doing’ is both a powerful advantage and a powerful message.

If you love being a Sales Manager and want to remain in the role, you should enjoy the fruits of your labor and be compensated for training, developing and supervising your Financial Services Representatives (FSRs). In fact, we don’t penalize Sales Managers for growing large productive units. We’ve even developed an enhanced compensation plan that rewards Sales Managers who consistently develop both new individuals to the company and producers who have been around for years.

Path to Management

Experienced producers that come to us from other companies often tell us that they were very excited to hear about our management program. We believe we have a strong competitive advantage with our program. We’ve got it all mapped out. It’s clear cut and well defined. No guesswork, no wondering what comes next. Performance equals reward and appointment.

  • Managing Associate (MA)

    A Managing Associate (MA)* will learn and experience the fundamentals of Sales Management, with an emphasis on recruiting. While maintaining high levels of personal production, the MA will continue to act as a joint work coach, and will serve as a role model incorporating the agency’s systems into his/her personal practice.

    The Managing Associate Program introduces Financial Services Representatives (FSR) to our Management Skills Framework. It includes: Business Management and Planning, Recruiting and Selection, Training, Development and Coaching, Selling & Marketing and Activity & Management.

    You’ll work through a curriculum that includes both live and virtual workshops. You’ll become highly proficient in our company endorsed selling system with opportunities for different certification levels.

    Your guides and mentors along the way will be your agency management team as well as a seasoned group of Field Development experts from the MassMutual home office. When you’re ready and have proven yourself, the Senior Managing Associate role goes deeper into the learning and stretches your goals and performance metrics around recruiting and managing a small team. After you’ve successfully completed the program, appointment to the Sales Manager typically occurs.

    * The Managing Associate role is an independently contracted insurance sales position.

  • Field Leadership Development Program (FLDP)

    MassMutual Sales Managers that have demonstrated high levels of success and productivity that desire to become agency managers can be selected to our Field Leadership Development Program. The program helps MassMutual organically grow future leaders and maintains a competitive advantage that provides an environment of rich learning opportunities and activities with the following objectives:

    • Providing individualized development experiences focused on enhancing the skills necessary to effectively lead a MassMutual agency.
    • Providing visibility between high performing/high potential field talent and key home office leadership.
    • Enhancing Sales Manager performance, retention and leadership.
    • Expanding relationships among Sales Managers through peer accountability and idea sharing.
    • Ensuring transparency with participants, General Agents and home office.

    These elite Sales Managers are provided a development plan to prepare them for the challenges and rigors of managing a MassMutual agency. Members of the FLDP are monitored closely and provided high levels of training, coaching, and mentorship from their agency and the home office. Once a FLDP member is ready and there is an agency opportunity available, they can be appointed to the General Agent role to run an office of their own.