We recommend hiring great Business-to-Business sales people from OUTSIDE insurance. Then, you support them with a complete new producer development program. A program geared to leverage the B2B sales skills and network that they bring. That emphasizes learning-by-doing. Focus your new producer on generating new business opportunities and working those early new business deals through… Continue Reading
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Convenience vs. Long-term Choices
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
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