A few years ago, most commercial insurance brokers required a new producer (salesperson) to possess a four-year college degree. As the economy booms and sales talent gets scarcer, most of our clients are now open to hire a great sales person without a college degree. That makes sense. College degree preferred — versus required —… Continue Reading
Commercial Insurance Broker
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
Maslow’s Pyramid and Your Sales Career
Maslow’s Hierarchy of Needs is about my only recollection from Psychology 101 class in college. The gist of Maslow’s theory is that humans are motivated by five ascending kinds of needs. The hierarchy suggests that basic needs must be met prior to less basic needs; for example, a starving person will seek food before self-actualization… Continue Reading
Commercial Insurance Broking… No Gender Pay Gap Here
With the intensifying focus on gender pay equity in America, we can declare victory. Zero gender pay gap exists for commercial insurance producers. Transparent pay plans. Limitless income potential — big-time 6-figures. Meritocracy reigns. Producers earn a % of the income that their clientele generates for the firm. Period. End of story. No black box… Continue Reading
New Commercial Insurance Broker $$$
You’re a B2B sales person. You’re exploring a career upgrade. To become a commercial insurance broker (producer). Smart. Great career choice. You have money questions. Q: What’s the starting base salary? A: If you’re wise, as low a base salary as you can get by on. Q: What’s the first year On-Target Earnings (OTE)? A:… Continue Reading
