Should a Producer have to fill out their own applications and market their own business? It depends on whether you want a high growth agency or not. There are a lot of highly profitable, no-growth and low-growth agencies. They have for the most part converted producers...
Accountability: Who's burden is it? The burden of accountability remains on leadership shoulders unless you put it where it belongs and keep it there. Where does it belong? It belongs with the producer. How do you get it assigned and transferred to the producer? Let me give...
Have you ever second guessed a new producer hire? One of the biggest hiring problems for agencies is the process of evaluating a new producer hire and knowing how long it should take to determine if they will validate. What is the average time and can that time...
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 for so long you need a refresher course. Dating can be difficult, time-consuming and involves...
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? The research I've seen says, that the really good agencies will hit on 5 or...
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 other. Our training was minimal. One night watching safety videos, then we practiced jumping off of...
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 group of kids decided he was the target for the day. They knocked his books...
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...
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...
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...