Thank you for sharing!

Your article was successfully shared with the contacts you provided.

When asked what attracted them to the insurance industry, new producers taking a recent survey identified “freedom and flexibility” as the most appealing features. Interestingly, that same survey indicated “time management” as the biggest challenge to insurance producers once they entered the business. This has not changed in at least 30 years, when the Johnson-Dauner survey determined “poor time utilization and the lack of planned sales effort” as the No. 1 reason for sales failure.

Related: Read Ken Fields’ previous column, “Consistency is key for sales success.”

Want to continue reading?
Become a Free
PropertyCasualty360 Digital Reader.


  • All PropertyCasualty360.com news coverage, best practices, and in-depth analysis.
  • Educational webcasts, resources from industry leaders, and informative newsletters.
  • Other award-winning websites including BenefitsPRO.com and ThinkAdvisor.com.

Already have an account?

Dig Deeper



Join PropertyCasualty360

Don’t miss crucial news and insights you need to make informed decisions for your P&C insurance business. Join PropertyCasualty360.com now!

  • Unlimited access to PropertyCasualty360.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including BenefitsPRO.com, ThinkAdvisor.com and Law.com
  • Exclusive discounts on PropertyCasualty360, National Underwriter, Claims and ALM events

Already have an account? Sign In Now
Join PropertyCasualty360

Copyright © 2021 ALM Media Properties, LLC. All Rights Reserved.