PRODUCER RECRUITMENT: FACING THE CHALLENGE by Mark Shlien Todays industry climate presents a challenge for most owners who want to see their agencies continue as independent entiti...

PRODUCER RELATIONS by Carol Hammes Despite tough market conditions and economic recessions, some insurance agencies are thriving. While the average agency has grown at an annual r...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.

In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.

With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.

PRODUCER SUCCESS LESSON 9:

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

Most insurance agencies would like to be driven by a regular flow of new business from their producer force. However, most agencies find that their producers (owners or not) spend most of their time caring for existing customers, with production relegated to a secondary position. They only have time to prospect and sell when they can break away from service tasks.

However, the producers feel that they should be making more money, whether for non-sales tasks they perform for the agency, for servicing existing customers, or from sales to new customers. Unfortunately, if an agency isn’t growing through the efforts of its producers, it has little additional income available to further compensate these key employees.

PRODUCERS AS PROFIT CENTERS by Diane Herbert and Pamela Millard Sales is the lifeblood of your agency, and your sales force is one of the biggest investments in your agency you...

PRODUCERS NEED MEDIA EXPOSURE Because of constant change and information overload, producers need ongoing media exposure that breaks through the psychological barriers consumers erect. Constant chan...

PRODUCERS NON-SOLICITATION AGREEMENT THIS AGREEMENT is entered into between [XXX INSURANCE AGENCY, INC.] as 'Agency' and ________________________ as 'Producer'. ...