I love sales people with entrepreneurial instincts. Starting a business can be a great litmus test for becoming a commercial insurance producer. Why? A commercial insurance producer starts up their own business. Inside an established business. Better than starting your own business. How? Entrepreneurial benefits and the fun parts (building clientele and earning serious money)…. Continue Reading
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Overcome The New Producer Penalty
Becoming a commercial insurance broker (producer) isn’t easy. As I often tell candidates: welcome to a GREAT career but, at the start, a CRAPPY job. #1. You need to learn technical risk management and insurance information. Lots of it. And how to apply this knowledge to each specific business. You will never be done with… Continue Reading
Captive Agent Career? Beware
Nationwide announces plans to shift to independent agent model Wise decision to move from Captive to Independent agents. Captive Agents offer only ONE insurance company’s products. ONE-trick ponies. Prisoners of one insurance company. Independent Agents offer MANY insurance companies’ products. MANY choices for customers = better. Not imprisoned by a single insurance company. We sometimes… Continue Reading
Should You Hire Recycled Producers?
Recycling (or perhaps filching) somebody else’s producer continues to be a leading source for commercial insurance agent/brokers hiring new producers. One fundamental problem with this strategy is that the potential candidate pool of existing insurance producers is very, very small. Go ahead and fish for producers inside the insurance industry but understand that you’re fishing… Continue Reading
Discussing a Common New Producer Concern
“Not feel stupid at the beginning” A Business-to-Business (B2B) sales person admitted that this was her biggest concern about making the career transition from another industry to become a commercial insurance broker. It speaks to the raw, natural fear of getting on the phone to call prospects and the high anxiety of going into the… Continue Reading