Are your producers not producing?
SALES
JOHN CHAPIN President, Complete Selling
I was talking with a friend who owns a business and he repeated something I’ve heard from a lot of business owners recently. He said, “Every year around my insurance expiration date, I have anywhere from three to six insurance agents—in addition to my current agent—show up looking to quote my insurance. You know how many showed up this year? Zero.”
The only acceptable reason on this list is the first one. That said, once the employee has been with your agency for more than six months, he or she can no longer use this excuse.
Why are so many producers not producing? Here are some of the reasons:
So, what causes producers to fall into the other categories on the list? Maybe they lack work ethic or mental toughness; are two years from retirement, so they lack motivation; are in their comfort zone because they have
1. They’re brand new. 2. They aren’t putting in the necessary hours. 3. They aren’t doing enough of the right activities. 4. They aren’t new, but even after years of being in the business they still don’t know what they’re doing, and they’ve never made an effort to learn.
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