https://completemarkets.com/Article/article-post/1403/FOR-THE-FUTURE-PRODUCER-RECRUITING/
... crisis recruiting and helps put you in charge of your bottom line. Sources for Potential Producers Recruiting salespeople is a matter of prospecting, no different in principle from your effort to maintain and extend your base of potential customers . These guidelines will show you how and where to seek out future salespeople. Your agency support staff (underwriters, CSRs, and so on) can provide a fertile source of producer recruits. These people start out with an advantage, since they already have technical insurance skills and know your agency operations. They may be hungry for the financial rewards they see your producers enjoying. Use your current producers to prospect for their future colleagues. Offer your producers a bonus (such as money, a gift certificate, a weekend trip) for each new salesperson they ... written by agency staff, sample newsletters, and so on) . A question and answer session will help you pick the best candidates. Have the attendees fill out a card or form to indicate their interest, then follow up as soon as possible. Advertising can be a valuable way to locate potential producers at a relatively low cost. To be successful, ads must have a strong appeal to applicants' needs, ambitions, and life goals. When composing what you want in print: 1. Have an attention-grabbing caption (such as, Is Your Present Job a Great Big Nothing? ' ) 2. Omit meaningless, negative, or irrelevant qualifications or standards of exclusion, such as must be dynamic and aggressive' (most people believe that they are) . Also, avoid specific ...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/1403/FOR-THE-FUTURE-PRODUCER-RECRUITING/
... crisis recruiting and helps put you in charge of your bottom line. Sources for Potential Producers Recruiting salespeople is a matter of prospecting, no different in principle from your effort to maintain and extend your base of potential customers . These guidelines will show you how and where to seek out future salespeople. Your agency support staff (underwriters, CSRs, and so on) can provide a fertile source of producer recruits. These people start out with an advantage, since they already have technical insurance skills and know your agency operations. They may be hungry for the financial rewards they see your producers enjoying. Use your current producers to prospect for their future colleagues. Offer your producers a bonus (such as money, a gift certificate, a weekend trip) for each new salesperson they ... written by agency staff, sample newsletters, and so on) . A question and answer session will help you pick the best candidates. Have the attendees fill out a card or form to indicate their interest, then follow up as soon as possible. Advertising can be a valuable way to locate potential producers at a relatively low cost. To be successful, ads must have a strong appeal to applicants' needs, ambitions, and life goals. When composing what you want in print: 1. Have an attention-grabbing caption (such as, Is Your Present Job a Great Big Nothing? ' ) 2. Omit meaningless, negative, or irrelevant qualifications or standards of exclusion, such as must be dynamic and aggressive' (most people believe that they are) . Also, avoid specific ...
https://completemarkets.com/Article/article-post/164/Windows-Of-Opportunity/
... But some agencies are reducing or eliminating competition by entering niche markets. Companies often pay higher commissions for niche-market programs, and because there are few competitors-and in some cases, none at all-there are few wasted sales calls. Niches are windows of opportunity. They often begin with a request for special coverages from a single customer. If the agent seizes the opportunity, that one request can blossom into a fertile market. In fact, the opportunities are so numerous and the rewards so great that some agencies have dropped their standard property/casualty lines entirely and replaced them with a smorgasbord of niche programs. Niche marketing is also a way to maintain aggressive markets since many carriers such as Chubb, AIG, and most recently, St. Paul are putting their emphasis on profitable target markets. Of course ... of the industry they are writing. Perhaps most important, there must be genuine need for insurance in the target market. Still, with a little homework, agents can identify potential niche markets, find interested carriers, launch their own programs-and kiss competition good-bye. Open Doors For Ward Insurance Agency of Gatesville, opportunity did more than just knock. It walked in the front door and asked for an application. In about 1980, a controller from a construction firm office up the street walked in and asked if we had a contractor surety questionnaire, ' recalls John Ward, one of two principals in the family-owned business. The contractor had messed up the form provided by an out-of-town agent and needed a clean version to fill out. I said I could provide the same service for him locally, ...