Here we go again. Thanksgiving. Hannukah. Christmas. Kwanzaa. New Years’ Eve. New Year’s Day. January 1 – the Super Bowl of insurance expiration dates. These next 6 weeks are the “season of excuses”. When client hiring managers crawl into the fetal position. Refuse to meet with new producer candidates. Balk at moving candidate to offer… Continue Reading
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What To Do After Your New Producer Starts
A prospective client asked me how to weigh the odds for success with a new producer hire. My answer: it’s ~50% WHO you hire and ~50% WHAT YOU DO after the hire that determines a successful outcome. Nature AND nurture. Maybe my percentages are off but my point is to avoid the following scenario. Agent/broker… Continue Reading
New Producers: How to Start Strong
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
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
