Smart includes knowing what you don’t know. Stupid includes failing to recognize what you don’t know. As Forrest Gump’s famous “stupid is as stupid does” adage reminds, a person is smart or stupid by their deeds. This post discusses cognitive abilities – or the smarts to be a successful commercial insurance producer – which we… Continue Reading
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New Producer Success Formula: Sales Skills
Helping the country’s top commercial risk management and insurance brokers to recruit and develop the next generation of producers (sales people), we often get asked about the key ingredients for a successful new producer. Client hiring managers want to know, for sure, but so do candidates, business-to-business (B2B) sales reps considering the career transition to… Continue Reading
New Producer Hiring: The Answer Key
How can a commercial insurance agent/broker determine if a person will be a successful new producer? From recruiting and developing hundreds of new producers since the early 2000s, we’ve learned that you need to find an individual with a strong probability of being a successful in the career, in your particular agency/brokerage firm, and in… Continue Reading
Where to Find Your New Insurance Producer
Written by: James Caragher, CPCU, CIC The most frequently asked question I get: WHERE do I find new producers? This is a matrix of WHERE your new insurance producer candidates are today. Every person in the work force today fits into one of these 4 quadrants: The left side is the insurance industry – producers… Continue Reading