C-store food is a health menace. Some folks make career decisions that remind me of C-store late-night food choices. Driven by convenience and short-term needs. By desperation and bad-job-escapism. Versus long-term needs and career optimization. US unemployment rate stands at 4%. For college graduates it’s 2%. You’re a Business-to-Business (B2B) sales person with a college… Continue Reading
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3 High Risk New Producer Hires
We recruit new sales people (producers) for commercial insurance agent/brokers. We expect every placement — 100% — will make it and become a successful producer. Yet our new producer success rate runs ~70%. (Turns out many things can go wrong “after the hire”.) Reagan Consulting’s industry study: 56% new producer success rate. A tad better… Continue Reading
Happy New (Fiscal) Year… Really?
Fiscal year rebooting — the annual phenomenon – is fast approaching for gigantic corporation salesforces at Cintas, ADP and Paychex. No matter if you had the best fiscal year ever OR a forgettable year, every salesperson gets the chance to start over. To go back to zero. What always strikes me is the harsh shortcoming… Continue Reading
The “No Side Huste” Rule
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
New Producers: “It’s Getting Late Early”
One of our client’s new producers is struggling to get started. This isn’t an uncommon challenge. Most new producers need to grind through a heavy prospecting challenge at the start. This particular one makes a lot of calls but generates weak results, as in not enough first discovery appointments. Why this particular producer struggles is… Continue Reading
