Kyle established a business plan for years 1-3. His target markets are:

• The Private Client High-Net-Worth market;

• Young professionals and entrepreneurs whom he can grow with as they grow through developing relationships with like-minded prospects, with whom he shares the same business interests; and

• Small and Mid-Market Commercial prospects

By the end of the first year Kyle's plan calls for having his first full-service CSR in July 2018; learning the Agency Management System (Applied) he purchased; being in the black (revenue exceeding expenses); and having three to five direct agency company appointments.

I was impressed with the scope and detail of Kyle's assessment of the risk facing him in his new venture. He has carefully planned for several worst-case scenarios. For example, once deciding to eventually launch his own agency he and his wife began to set aside enough funds from their dual incomes to carry them through the first 18 months, allowing enough time for commission revenue to build. He feels he is on target for commission income to intersect with expenses and turn the corner from red to black right on schedule.Raising outside capital or making loans was not an option, so he basically has no debt.

As the O'Neills are now expecting their first child, Kyle is in the process of buying both life and disability insurance to protect his family and provide income in event of either contingency. So with the risks of capital, death, and disability eliminated, all that remains for Kyle to focus on is to continue to build the type of relationships he feels will bring him the most success and growth opportunities for The O'Neill Insurance Group.

Kyle and I will talk from time to time about how well he's executing his plan, what changes he's made, and what new challenges he has encountered. We intend to revisit him in about a year to find out his results.

I say he makes it happen.

Barry Seigerman founded The Seigerman Agency in 1975 in Long Island, N.Y. He is an independent broker/producer, the latest chapter in a very long book of business he's built through the simple power of cultivating relationships. To reach this writer, send email to [email protected].