Great insurance sales books. An oxymoron? Could be. A short article? You betcha. A salesperson we placed asked for insurance sales book recommendations. He’s preparing to start his commercial insurance broker career. I hesitated. Read a book about how to sell business insurance? About as practical as reading a book to learn how to swim… Continue Reading
Insurance Producer Tips
New Producer School?
2 questions I get about new producer schools. WHICH insurance company new producer school do you recommend? WHEN do I send my new producer to an insurance company school? WHICH company school? Answer: Use these selection criteria. In this order. 1. The insurance company that your agency values the most. 2. Follow-on sales coaching and… Continue Reading
Hire Slow, Fire Fast? Yes, You Will.
“We hire slow and fire fast.” I cringe when commercial insurance brokers say this about new sales people (producers). My reply to this tired cliché: “Yes, I’m sure you will.” “Hire slow, fire fast” becomes a self-fulfilling prophecy. The “fire fast” part suggests your firm is arbitrary and trigger-happy. Granted, not everybody will make it… Continue Reading
New Producer Tip: No Moonlighting!
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
Overcome The New Producer Penalty
Becoming a commercial insurance broker (producer) isn’t easy. As I often tell candidates: welcome to a GREAT career but, at the start, a CRAPPY job. #1. You need to learn technical risk management and insurance information. Lots of it. And how to apply this knowledge to each specific business. You will never be done with… Continue Reading