After 18 years of providing weekly sales coaching to more than 1,600 new producers, my business partner and I have gained insight on what mentoring and developing strategies new producers need. Here are some basic needs:
Technical skills. These are a basic requirement. Sources for training include live seminars, computer-based training and self-study programs. There is no excuse for not providing a new producer with the technical skills needed to be successful.
Knowledge of how to sell. Selling is not quoting, and emailing a quote to a prospect is a sales presentation. More than 90% of commercial accounts renew with the incumbent agent. Knowing how to sell includes identifying prospects likely to buy this year. The National Alliance's Dynamics of Selling program can help the new producer learn this and other critical sales skills.
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