HIRING & MANAGING INEXPERIENCED PRODUCERS™
50-page Guidebook • 15 Templates • Producer P&L™ • Set & Track™.

Created for...
Principals and managers who want to hire a new P&C agent.

Pricing.  $349.

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Details. CD-based package helps agency executives to hire and manage a new agent "the right way" from the start.  Deals with the agency's pre-hire search, P&L projections, goal-setting and tracking, and more. The Hiring & Managing Inexperienced Producers™ CD includes a PDF guidebook, 15 templates, and two powerful producer management software tools.

50-page PDF guidebook takes principals or sales managers step-by-step through the process of deciding to employ, locating, hiring and managing a new P&C producer.  Practical suggestions, plus tips for using the software tools included with the package. Used as the basis for national and regional seminars throughout the US.  Written by Alan Shulman CPCU, publisher of Agency Ideas® newsletter. Guidebook contents.

15 practical templates are included in Microsoft® Word format.  They include 6 sales training flash cards, client, prospect, and producer surveys, an agency marketing intern program for enticing quality candidates, a sales call planner, an Insurance Value Statement, a Pro & Con Worksheet, and more.

Producer P&L™ software helps management to select the best compensation plan for the agency and the producer.  Projects the commissions written and expenses paid due to hiring the new agent over 5 years.  Helps to discover the production levels needed to generate the bottom line profit sought.  Requires Microsoft® Excel. (Producer P&L™ may also be purchased separately from this package.) More »

Set & Track™ software helps managers to convert the production levels established using Producer P&L™ into prospecting and sales goals that they can track for 3 years.  The wealth of reports generated by this program help to inform and motivate the new producer.  Requires Microsoft® Excel. (Set & Track™ may also be purchased separately from this package.) More »



Guidebook contents.

True Costs of Hiring an Inexperienced Producer
14 Reasons to Hire an Inexperienced Producer
Four Easy Mistakes to Avoid When Hiring
Memo to Clients Announcing Producer’s Retirement
The Four Top Compensation Options
Producer Financing Loans
Non-Compensation Producer Expenses
Decision Time: To Hire or Not?
12 Sources for New Agency Producers
Attract Agents by Developing an Intern Program
Sample Insurance Agency Marketing Intern Program
Hiring a Relative as an Agency Producer
Steps to Take Before Hiring Your New Agent
Production and Compensation Expectations Report
Employment Contract Ideas (no sample contract)
Vesting Incentive Plan
Announcing Your New Producer
Non-Sales Training
Establishing and Measuring Goals
Expressing and Monitoring Goals
Product and Sales Training
Your New Agent’s First Few Months
New Agent Marketing Tips
Four Ways to Promote Your Agent’s Individual Identity
Seven Ways for Your New Agent to Benefit by Trading with Competitors
Commercial Lines Role-Play Training Exercise
Keeping Your Agent on His Best New Sales Behavior
Business Insurance Sales Experience Survey
Keeping Your Agent on His Best Renewal Behavior
Small Business Insurance Client Satisfaction Survey
6 Ways to Increase Business Client Loyalty
Commercial Sales Call Planner
Commercial No-Sale Survey
Sales Flash Card for New Agents
The Sales Buddy System
Insurance Value Statement
Pro & Con Worksheet
Conclusion