2 questions I get about new producer schools. WHICH insurance company new producer school do you recommend? WHEN do I send my new producer to an insurance company school? WHICH company school? Answer: Use these selection criteria. In this order. 1. The insurance company that your agency values the most. 2. Follow-on sales coaching and… Continue Reading
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Your Product = TRUST
Selling business insurance is like selling any other Business-to-Business (B2B) product. Payroll, software, technology, medical devices, advertising, food, uniforms, etc. That’s what many B2B sales people tell me. Same sale, different product. Commercial insurance brokers do sell insurance policies. To business owners and C-level buyers. So, yes, business insurance is a product sale in that… Continue Reading
Hire Slow, Fire Fast? Yes, You Will.
“We hire slow and fire fast.” I cringe when commercial insurance brokers say this about new sales people (producers). My reply to this tired cliché: “Yes, I’m sure you will.” “Hire slow, fire fast” becomes a self-fulfilling prophecy. The “fire fast” part suggests your firm is arbitrary and trigger-happy. Granted, not everybody will make it… Continue Reading
How to Find New Service Employees
At The CIB Group we help commercial insurance brokers to recruit new sales people. From Business-to-Business (B2B) sales outside of insurance. Our clients ask us to help recruit new service people too. We don’t do that recruiting work. Not our niche. We stick to recruiting B2B sales people to become commercial producers. We offer advice… Continue Reading
Why Might a Top Producer Change Firms?
Another insurance recruiting firm lists 14 reasons why. The ability to spend more time producing Better support Equity in their book or agency A better culture Specific markets or unique/exclusive programs Stronger payout on new or renewal business Opportunity to cross sell of existing accounts A better defined lead source Resources to prospect for and… Continue Reading