Kenneth Fields explains why consistent producers who have a plan make new sales, despite the soft market.

It's easy to take talking on the phone for granted. But a telephone prospecting call is something very different.

A friend of mine said, "Selling insurance is a lousy job, but a great career."

Back in the 1950s, my first real job was working after school and on weekends in the neighborhood five-and-dime store. I already had been distributing the store's sales flyers for a couple of years, but now I

Long ago, as a fledgling sales manager with a direct writer, my objective was to hire and train one new producer every 90 days. On the morning of day one, my first new hire and I were

You've spent hours poring over r?sum?s, interpreting psychological tests, checking references and interviewing candidates. You've finally come to a decision, made the offer and the candidate has accepted. You're convinced

Sales blitzes are commonplace in many sales organizations, although rare in the insurance industry. In football, a blitz concentrates the defending team's effort on the opposing team's quarterback. In sales, a blitz concentrates the sales and

An independent agency can be no better than its producers. Let's consider some ways you can find good candidates, eval-uate their strengths and help them bring in business.Let's start with a few considerations. The worst time to look for a producer