A concept that every successful producer deals with is the ability and willingness to conduct multi-task sales activities. So often, undisciplined producers concentrate on one or two prospects at a time and forget about trolling for as many opportunities as possible. Assuming that you're trolling in the right location and using the correct equipment, the more lines that are in the water at one time, the more fish you'll catch.

A successful producer is constantly on the hunt for new prospects. Successful producers understand that every engagement, every situation, is a possible new business opportunity, regardless of how many prospects they currently have in some part of the sales process.

Economics of the Sale

No matter how the agency's production is directed, look to solicit larger accounts, as you'll soon realize the revenue per hour is well worth it. How can you develop these opportunities?

At our agency, we have a weekly sales form that lets producers assess their own production. We identify the following areas:

• Number of sales calls made.

• Number of certificates gathered from existing accounts.

• Number of businesses in the Circle of Success—a program referring to prospects that are within a quarter-mile of a recently written account.

• Number of names of businesses given to our in-house telemarketer to call.

• Number of accounts prospected through “Hello Neighbor.” Hello Neighbor is a program to solicit accounts that are located within our office area of Clifton, N.J.

• Number of accounts marketed through “Second Time Around,” which tracks prospects that were quoted last year, but unsuccessfully written.

• Number of referrals and leads gathered from networking activities and those connected to currently insured accounts.

• Number of accounts rounded in the other production areas, including commercial lines, personal lines, bonds and financial services.

• Number of introductory letters sent.

A rating of exceptional, average or inadequate is given to each sales activity for the week.