Selling insurance is challenging, but try being a buyer. To most buyers, everything looks alike. There’s a lack of differentiation in buyers’ minds from agency to agency and policy to policy.Insurance to them is pretty much just insurance. It’s all basically the same.So this is...
All new producers come with some baggage. And this baggage comes in all shapes and sizes. Some of them maybe too old and have lost their drive, others too young; they don’t have enough experience, are not technically strong and have never been trained to...
How do you find good producers? This is the wrong question to be asking as an agency owner. Instead they should be asking” “How do I find a really talented person?” Until agency owners and managers change the notion of finding a great producer, they won’t see...
Differentiating your company in the marketplace is one of the most challenging things you can do, because the belief system that you’re better than your competition is very ingrained. In fact, you might have better service, better people, better relationships with carriers, and better tools...
Discipline begins at home (well, in this case, in the office!) – during weekly sales meetings. Think about it. How do your sales meetings go? Are they run professionally, succinctly, and with accountability? Is everyone bringing consistent reports that depict the true “lay of the...
Prospecting is the lifeblood of any business. When the pipeline dries up, people get desperate. Desperate people seldom work smart or efficiently. They waste time, resources and energy trying to push square peg accounts through round hole carriers. You can spot a desperate producer a mile...
Tim Cunningham of Optis Partners (one of the great mavens of agency valuations) said, “Growth Equals Wealth.” He made the case: High Growth Agencies command a 15-20% premium in agency values over their no growth peers. So, as a High Growth Agency, not only will your...
SMART GoalSetting SpecificMeasuredAgreed UponRealisticTime-basedThe ability to create specific goals based on a producer’s real financial needs is now available. It's like having a financial planner on staff to help reverse engineer a producer’s income needs. When you do this and break it down to day-to-day...
All millionaires have the same 24 hours a day allotted to them. It's not how much time you have; it's how you use it. If producers aren't using their time to prospect and sell new accounts, then they are either too deep in the weeds servicing...
You can blame producers all day long for being lazy, ambivalent or anything else. All that does is make you a victim. Stop being a victim of Producer Sales Motivation. It is a Leadership problem rather than a Producer problem. That empowers you to do...
Randy Schwantz of The Wedge Group talks about how a recruiter needs to collect evidence on a producer before hiring. How do you know if the person you are recruiting can prospect, sell and retain? Don’t ever hire on a hunch or feeling - collect...
Randy Schwantz of The Wedge Group talks about how to build an agency where top producers want to work for you and ask to be recruited. Randy lays out the three questions that every recruiter needs to answer when recruiting top producers. Watch the video...