Psychological tests don't lie.
Long shots rarely come in.

New producers need lots of attention.

Structure means everything.
Sales support is critical.
New producers have to work harder and smarter. first appointment with a prospect
New producers should be out of the office 80% of the time.
It's all about getting face-to-face with prospects.
Networking is critical.
New producers need time to develop.
Don't change the compensation agreement while the new producer is learning the business.
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Ken Fields, CIC, CPCU, ChFC, MSM, is an assistant vice president with The State Auto Insurance Cos. and co-developer of the PaceSetter new producer sales development program. He has been personal coach to over 500 new producers over the past 12 years. He is also on the national faculty for the National Alliance Marketing and Sales James K. Ruble Seminars. For information on The National Alliance for Insurance Education & Research and the Dynamics of Selling program, call (800) 633-2165 or visit www.thenationalalliance.com .

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Strictly Sales: What I've learned from coaching new producers

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