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 by a test or with inconclusive results. Reverse the logic on this and what it says is...
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 from the crowd. It's not really a sales meeting; it’s a communications meeting, but since sales...
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 baggage. If an experienced insurance producer with a track record of some kind, they have...
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. If you can’t attract the best people, you can’t hire them. Let's put some definition...
No, it's not. 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. The Can Do Dimension The first dimension is the Can Do Dimension which includes the...
I’ve heard a lot of sports coaches say, “We just need to get out there and be more confident.” Recently during a meeting with a sales manager, he commented, “We just need more confident people.” As a business leader, don’t we all want a more confident team...
In order to have a successful agency you have to manage your personnel effectively. There are four types of producers and to get the most out of them, they need to be handled differently. Here are some tips on how to manage these different types: High...
The average age of shareholders in insurance agencies is 2.2 years older today that it was 5 years ago. The average age of producers is 2.1 years older than it was 5 years ago. It all points clearly to one conclusion...
You have to answer that question by starting off with, 'How ambitious is your producer?' And, then you have to follow that up with 'How ambitious are you as an agency owner?' If you are a main street firm that writes hundreds and hundreds of small accounts,...
Have you ever been guilty of saying something to someone and they took it wrong and maybe got offended. In defense, you said, “That’s not what I meant.” The same could be true in this instance if you’re the agency sales leader, you’re saying things that...
My dad was born in the depression era. He often told us when we complained, that to stay warm in the winter, they'd have to go gather up cow patties and burn them in the fireplace. "No dad, no way...
What if I told you that you can prepare for a sales meeting in less than 60 seconds… Would you think I'm crazy? If you're still running Town Hall Meetings, Spreadsheet Liars’ Club meetings or Book of the Month Club Meetings, then your prep time is...