Page 5 of 5 · 86 total
11/22/2019 · 6 min read
Daily 15-minute structured roleplay builds three layers: scripted (word-for-word for top 10 objections), adaptive (prospect goes off-script), and pressure (owner plays a sophisticated buyer trying to win). Agencies that run it see close rates climb and discounting drop within 30 days. Five minutes daily beats two hours monthly.
09/18/2019 · 6 min read
Producer turnover is a training problem disguised as a hiring problem. Build a documented 90-day onboarding plan, schedule weekly skill training after ramp, pair every new producer with a mentor, and recruit every single day so vacancies never become panics.
09/11/2019 · 6 min read
Hiring is a compensation problem in disguise. Fund the 3 to 6 month ramp honestly, make commission simple enough that a producer can calculate daily income, and build a real long-term wealth builder (book ownership, equity, or profit share) so good producers stay past year two.
09/04/2019 · 6 min read
Restructure agency pay in four steps: diagnose mismatches between earnings and production, design a base plus commission plus targeted bonus, communicate the why and model the math, then run old and new in parallel for 60 days. Grandfather top producers individually to avoid losing them.
03/14/2019 · 5 min read
Insurance agency comp plans work when they pair a livable but uncomfortable base with tiered commissions, 60-90 day activity ramps, retention bonuses at 6 and 12 months, and public scorecards. All carrot breeds coasters. All stick breeds turnover. Hybrid wins.
02/20/2019 · 6 min read
Career changers from law enforcement, military, fire, and teaching crush P&C sales because they already own the hardest skills: thick skin against rejection, needs-based questioning, calm under pressure, and routine discipline. The technical insurance side is learnable in weeks. The human side takes years.