Recruiting guru Greg Savage wrote a great article: What you can learn from the dark ages of recruiting. Please click through and read paragraph #5 (Urgency!). Recall a time before smartphones, LinkedIn, the Internet, and even the fax machine. Recruiters and hiring managers — with a sense of urgency — got people hired. Sometimes in… Continue Reading
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Your New Producer Started… Now What?
Here’s a scenario I see too often. An agent/broker makes a new sales hire and then throws a minimal amount of orientation and training support behind the new producer. Maybe enrolls them in an insurance carrier’s new producer school. Then hopes for the best to happen organically. As if your new producer will, through osmosis… Continue Reading
Choose Commercial Insurance Broking
You’re a successful Business-to-Business (B2B) sales rep. You do well. You make a good living. You work for a reputable company. You sell a quality product or service. You like your boss and colleagues too. You’re comfortable in a great sales JOB. In your gut, you wonder whether your “great JOB” is really a “crappy… Continue Reading
Ready to Hire New Producers?
Summer is (unofficially) over. Time to get moving on your 2019 plans. You KNOW your commercial insurance agency/brokerage needs new producers. Hell, you needed them this year too, remember? You went fishing for a “whale” (an experienced, successful producer with a portable book of business). That line came up empty. When you cast your fishing… Continue Reading
Types of New Producers That Fail
Here’s a simple question for you: why do new producers fail?! Reviewing our archives from nearly 2 decades of recruiting and developing new commercial insurance brokers, these are 7 common failure personas, i.e. the distinguishing attributes of new producers that didn’t make it (either got fired or quit): The weak prospector. Couldn’t create 2-4 qualified… Continue Reading
