When you’re negotiating, ask the tough questions
 
"Most solution providers don't know the questions they should be asking,” and that's scary, Schuman said.  
 
During contract negotiations, providers should ask the tough questions around such topics as quotas, payout percentages, causes for termination, and evergreen renewals. And master agents should encourage sales partners to know what exactly they’re signing up for.  

"If any partner of ours wants to find out how good our agreements are, or wants to put [the agreement] through a litmus test and have their attorney talk to ours, we have an open-door policy," he said. "But I'm sad to say, very few partners ask me for my attorney's phone number."

And negotiating isn't just between master agents and solution providers. Master agents should also be negotiating with suppliers on behalf of their channel partners, Schuman added.

"I am meticulous in how I go through our supplier agreement to the extent that we [go through] every item topically that has to be spoken to or addressed before we consider a future with a supplier – including potential and existing suppliers, like the major carriers," he said.