Here's something that concerns me: When I ask a producer if they keep a list of their key accounts, more often than not they don't have a clue what I'm talking about. Yes, most producers know their largest one or two accounts. But what

When I go on appointments with new producers, I typically ask "Are you ready?" as we walk out of the office. The producer confidently replies, "Yup." I then ask, "Did you call to confirm our appointment?"Eight times out of 10, the response ultimately

AN ISSUE I've long heard discussed by new producers and veterans alike is when and why to walk away from a prospect. I'd like to share with you some key factors to consider when making this often-difficult decision, and also suggest

Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from David L. Rice Jr. It's long been a challenge for agencies nationwide--how to transform new producers into successful,