ARE YOU RUNNING IN PLACE OR RUNNING THE RACE? by Al Diamond In this document, Al Diamond identifies the four phases of agent activity that define the effectiveness of...

ATTRACTING AND RETAINING EMPLOYEES IN A COMPETITIVE WORLD by Sharon Cunningham To hire, and keep, quality workers, follow these guidelines. A consistent trend nationwide is the ...

This is not the time to be passive about company relationships. If you want to stay in business, you must develop and maintain strong company contacts. As you continue to court new markets, also devote time to enhance relations with your current carriers. Remember, decisive interaction with company personnel is a powerful tool in agency-company relations.

MENTORING FOR AGENCY GROWTH by Mona Carpenter According to Webster's, a mentor is 'a loyal advisor entrusted with the care and education of a student ... a wise and trusted counselor.' I...

MOTIVATION: GETTING OFF THE TREADMILL by Al Diamond Three agencies we visited had problems so similar that we decided to see just how many agents have the same experience, and the sa...

PRODUCER MANAGEMENT: BY THE NUMBERS by Al Diamond A proven method for giving your producers every opportunity to sell. Producers fail because of either a lack of sales ski...

Producer Success Lesson 1

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.

In this document, Jack Fries excerpts questions from the Sales Success Profile, a sales skill test developed by Lousig-Nont and Associates (Las Vegas). The Sales Success Profile is the only sales test on the market based on assessing actual selling skills, not personality.

THE SERVICE CEILING: WHAT CAUSES IT, HOW TO RECOGNIZE IT, HOW TO BREAK THROUGH IT by E. Al Diamond We have a small Middle-Eastern restaurant in our neighborhood that is family ope...