Most agency owners will agree that although attracting, recruiting and hiring new employees is challenging enough, the real work begins once those new producers are onboard and it's time to train them, especially if they're industry newcomers with little or no experience.
In the past, agencies could turn to their carriers for sales training that sometimes came without a cost. But changing times meant many insurers cut back on these programs because of the internal cost. Moreover, most agencies can no longer afford to send a new producer offsite for training, so more often than not, the burden falls on seasoned employees to serve as mentors–along with trying to do their own jobs.
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