A Look at Producers in the Future

Replacing today’s high performers means we’d better get started now. They’ve got awfully big shoes to fill.

  • What’s the average annual new business production of your key, high-performing Baby Boomer producers?
  • How many producers with average new business results for your firm are needed to replace one high performer?
  • What percentage of the producers you hire become validated (success rate)?
  • Factoring in your success rate and average new business results – how many total new producers do you have to hire to make up for one “high performer”?
  • Based on the total number of producers needed and the time it takes to become vested, what’s the total cost of developing enough new individual production talent to replace one high performing Baby-Boomer?

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How do I compete for clients requiring specialized services?

How do I compete for clients requiring specialized services?

How do I compete for clients requiring specialized services?

The agency business has moved beyond simply placing insurance. To effectively compete for larger property casualty and employee benefit accounts, clients have come to expect more than just a quote.
Do you have the scale and resources to compete in this environment?

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How should I develop new producers?

How should I develop new producers?

How should I develop new producers?

Adding new producers raises more questions than answers. Hire from inside or outside the industry? Someone with little experience who can be trained, or someone with experience (and greater expense) from another agency but who is looking for a change?
What decisions will you make?

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How should I perpetuate books of business?

How should I perpetuate books of business?

How should I perpetuate books of business?

As Baby Boomers near retirement, these often represent some of the most senior salespeople in an insurance agency. This raises questions about the likelihood of perpetuating clients internally to the next generation.
Is this is a challenge, or perhaps an opportunity to enhance the value proposition for your customers?

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