Improving a new producer's closing ratio begins with the selection of accounts to pursue. The idea is to look for accounts with the highest potential for closing. Here are some questions the producer should ask.

The words and phrases you use with clients and prospects can make all the difference.

Among the thousands of boomers who are retiring over the next several years are business owners and insurance agents. These businesses will be sold, turned over to family members or merged with other businesses.This spells O-P-P-O-R-T-U-N-I-T-Y to younger insurance agents.

Getting started in the insurance business isn't easy. Estimates are that two-thirds of all new producers don't survive their second year, and those who do typically write a pitifully small amount of new business. Here's what Ive learned about being successful from the more than 800 new producers Ive coached...

Getting started in the insurance business is difficult, at best. Follow these guidelines to have a better chance of closing the sale

Getting started in the insurance business is difficult, at best. Follow these guidelines to have a better chance of closing the sale

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:

Some estimates claim that only 5% of new producers will survive in the business. Here's how to help beat the odds.