There are few places for those entering the job market to explore and train in the industry from an academic mode. Designations in insurance can be earned later, but most of these courses expect a strong base knowledge of insurance. A small firm usually does not have the resources to sponsor a new producer until the producer is self sufficient. Yet this is the type of firm whose survival is directly linked to the development of new producers. Sometimes insurance companies will cover some of the costs associated with producer development, but this has been waning over the years.
Producers are the sales force of the insurance companies.
Companies need to step up to the plate and provide more training, education and financial support for new producers for agencies. Lack of good producers When we turn our focus to the existing pool of producers, clearly some producers are better than others, the same as other occupations in other industries. What needs to be explored is whether the ratio of good to poor is out of line with other industries and if so what can be done to improve the ratio. Proper screening and management should help improve the quality of producers hired and their success rate. Our industry is somewhat unique in that the salespeople can make a decent living off renewals and do not have to constantly sell new clients.