The Wedge Sales Call
The following is a six-step conversation you can use to bust the relationship between prospects and the competition. Picture Perfect Ask a question that gets the prospect to see a […]
Recruiting Million Dollar Producers is like Dating
Recruiting is a lot like dating. Unfortunately, there is no class on how to date the “right way” and many of you probably have been out of the dating scene […]
New Producers- A Number’s Game?
How many new producers do you have to hire to find one or two that will not only make it in the business, they will produce large books of business? […]
New Producers- At 10,500 Feet Elevation, It’s a Scary View
When I was young, dumb and single, I went skydiving. It was before the days of everything having to be a tandem dive, where you are securely hooked to each […]
New Producers- Drive To Be The Best
If you’ve seen any of the documentaries on Herschel Walker, you already know that as a kid he was shy, overweight, slow and bullied. One day on the playground, a […]
New Producers: Alarming Stat- 12% Better Than Flipping a Coin
Item #10 on – How Insurance Producers are Produced- was this: 63% success rate for producers endorsed by a pre-hiring test. This was 12 point higher than producers not recommended […]
How often should you run a sales meeting and how long should they last?
There are different kinds of Insurance Sales Meetings: Town Hall meeting, where the Agency Owner calls in all the troops and gives the Town Hall speech and gets some questions […]
Who is the Better Candidate, College Graduate or Someone with Sales Experience?
Any time you hire a producer, you are hiring both the potential and the baggage that comes along with them. If they are fresh out of college, they have their […]
What is the Best Way To Find and Recruit New Producers?
Many insurance agencies struggle with finding and retaining good producers. Randy Schwantz of the Wedge Group discusses how to become the type of recruiter that attracts good candidates to your firm.
Is a Personality Profile Enough Information to Make a Hiring Decision?
There are 3 Dimensions you need to consider when Hiring a Producer. It’s like a stool with 3 legs, when one of the legs is missing, sales success is jeopardized.