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The reluctant producer, Part 2: When to walk away

If you don't reach a commitment from a prospect after 90 days of assessing and dialoging, it's time to walk away. Discover the three essential steps in making the decision.

By staff Writer | Updated on January 04, 2011

By Susan Toussaint, WorkComp Advisory Group

Despite an agency’s efforts to educate and groom top producers, we often end up with reluctant producers. Last week we explored the reluctance to cold call, work on larger revenue accounts and charge fees for services that improve an employer’s outcomes. Now let’s talk about what happens after you’ve engaged with a potential customer who just won’t sign the deal.

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