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.

RECRUIT THE RIGHT PRODUCERS At seminars and conventions, business spokespersons stress the need for high-caliber personnel and lament the difficulty of finding them. It could be said that recruiting ...

SHARKS WANTED: HIRING GREAT SALESPEOPLE by Chris Burand Find the best sharks and train them to be even more effective predators. We dont want the people who ...

THE HARDENING MARKET: PROBLEM OR OPPORTUNITY? by Jack Burke I never sold an insurance policy in my life, unless you include Credit Life insurance and Automotive Extended Care c...

The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...