Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from David L. Rice Jr.
It's long been a challenge for agencies nationwide–how to transform new producers into successful, profitable agents. There is no right or wrong way to accomplish this task, and strategies for doing for developing new producers abound. Let's explore some factors you should consider when undertaking such an assignment.
Every new producer is different; their needs and circumstances vary. You may wish you could follow some magical formula when mentoring producers but, unfortunately, that's not possible. A new producer not only embarks on a new career, he or she joins the agency's team and must learn its sales culture. Keep this in mind when creating a plan of attack.
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