More training
I read with interest “Avoid the steamroller” (AA&B January 2011). As you correctly point out, providing the right training to new hires presents significant challenges for an agency. I was, however, disappointed it presented an incomplete picture of the professional development landscape for those entering the agent and broker business.
To effectively sell a product, an individual must possess detailed knowledge of his or her product, whether it is an automobile or an insurance policy. As Bill Wilson correctly pointed out in “40 Hours and I'm an Insurance Agent!” on AA&B's website (propertycasualty360.com), “Insurance policies are complex contracts…Many insurance practitioners lack the requisite skills and knowledge to fully understand much less explain the products they're selling.”
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