https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/2377/Getting-The-Most-From-Producers/
... , ' Wodicka points out. Inadequate salaries and benefits are de-motivating, he adds, but excessive compensation does not motivate producers. Principals themselves are often superstars. Selling is so easy for them that they don't understand that mere mortals need guidance and encouragement. Someone in the agency-a principal or sales manager-must monitor, train, coach, evaluate, and help, ' Wodicka states. That applies even for sole practitioners. If a sole practitioner agency is going to hire a producer, that sole practitioner has to wear a new hat-that of the sales manager. The sales manager has to be willing to ride with the producer, do pre-call strategy meetings and post-call meetings-what went wrong, what went right. Spend the time to develop that individual. It's more than spending the dollar to send them to the ... or Aetna production schools. It means that the principal or senior salesperson in an agency has to become a role model. When an agency is in trouble, more often than not, failure to manage producers properly is the cause, Wodicka contends. Some of the more successful agencies become successful from the same production people that others deemed to be failures, ' Wodicka contends. In a poorly managed agency, Jane Doe may be a failure. But given the right motivation, she could be a superstar or a well-above-average performer. Producer management is important because producer compensation is the agency's single largest budget item, Wodicka points out. In addition to motivation, Wodicka says two other factors make a successful producer: talent and knowledge. Talent isn't always obvious. Wodicka recommends subjecting candidates to a psychological test ...
https://completemarkets.com/Article/article-post/2377/Getting-The-Most-From-Producers/
...icka states. That applies even for sole practitioners. If a sole practitioner agency is going to hire a producer, that sole practitioner has to wear a new hat-tha...
https://completemarkets.com/Article/article-post/1850/THE-2011-ISO-HOMEOWNERS-NEW-AND-IMPROVED/
...end to a motor vehicle unless used solely to service an “insured’s... Recognizing that dentists, nurse practitioners, and other health care profess...