You’re a new commercial insurance broker (producer). Welcome to a great career – BUT a hard job at the beginning. Here’s a prescription – 10 things TO DO — that will help you to start strong. (HINT: If you do the first 2, your success will become predictable.) Block 10 hours per week to make… Continue Reading
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Producer Hiring: Location Fit
Last week I wrote an article (Home Sweet…Career) about how the commercial insurance broker career is attractive because a salesperson can (1) do it close to home, (2) be home most nights, (3) avoid road warrior drive time, and (4) never have to relocate. The WHERE of this career should be a great “fit” for… Continue Reading
Home Sweet… Career
“Location, location, location”. Classic real estate cliche. WHERE is THE criteria when buying/selling a home. Same thing goes when you choose a sales career. WHERE you work matters. The WHERE needs to be a great “fit” for you. WHERE questions that smart salespeople ask when making career choices: Can I work close to home? This… Continue Reading
Ignore This Problem And Your Firm Will Die
Commercial insurance brokers compete in two markets. #1: The CLIENT market. #2: The TALENT market. Most firms under-focus on the talent market. (Theory: get more clients and then we can find more people to do the work.) Hmm. What happens when that doesn’t work? What happens when you can’t find the people you need? Productivity… Continue Reading
Judging New Producers By Their Activity, Not Their Sales
Your new producer is 3 months – maybe even 6 months in — and hasn’t sold a new account. You may be experiencing early stage hiring remorse. (“Oh crap, why did I hire this producer who can’t sell business insurance?”) Before you jump to a conclusion that they’ve failed as a new insurance producer, step… Continue Reading