By Kenneth L. Fields, assistant vice president of State Auto Insurance Cos.

My partner and I have individually coached more than 1,300 new producers for more than a year. They provided a weekly detailed accounting of all prospecting and sales activities and participated in a 30-minute phone appointment every week. We documented the producer's sales activity beginning with initial contact until the account was written (or not written). It has been an incredible learning experience.

Related: Read these other articles by Ken Fields “Myth vs. Reality” and “ Relationships are Everything.”

Recommended For You

Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader

Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
  • Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
  • Educational webcasts, white papers, and ebooks from industry thought leaders
  • Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
NOT FOR REPRINT

© 2025 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.