Quota for a Producer

[Guest]

When you guys add a producer, do you give them a quota per month,

WHat if you have someone writing 10 policies a month? or even less....

 

[joshb]

When you guys add a producer, do you give them a quota per month,

WHat if you have someone writing 10 policies a month? or even less....

Our required quota for producers is 5 per week. All of them exceed that currently, but one has a little trouble with it from time to time. When it drops below 5 per week, they have a meeting with the agency owner, it has always picked up after that so no further action was needed. In my opinion its not a difficult goal, so if its that low, theres a problem.

If you have someone writing only 10/month consistently, sales may not be for them, service may be a better option. I would sit with them and see how they are talking to potential clients, they may need to work on that. It could be as simple as just asking someone to buy.

Another thing to think about it, when they have bad weeks and/or months, there could be some things going on in there personal lives that have them distracted at work. Of course they need to try and leave that stuff at home, and may need to have a one on one conversation with you.

 

[infoe]

I would think that in our world (indy) we'd get a way from the per policy and focus on the premium. I think a realistic goal in my market and when I get to a level to bring on producers..is going to be somewhere between 20-40k a month of premium per month. Anything less then that they may not be making much money anyways.

 

[CaptiveGuy]

If you are paying commission only it may not really matter but I would target 20k+ premium and/or 20 policies per month. You need a good mix of premium and policy count to grow.

I have one producer starting next month and the goal is $20k premium at a 50/50 split.

 

[JCK818]

When you guys give these goals, are they commission only or do you pay them a salary. My agency is pretty new (around 2 yrs). I'm having hard time attracting new agents (I pay comm only), I was wondering how you entice them to agree to these demands. TEACH ME MASTERS

 

[NCAgent]

When you guys give these goals, are they commission only or do you pay them a salary. My agency is pretty new (around 2 yrs). I'm having hard time attracting new agents (I pay comm only), I was wondering how you entice them to agree to these demands. TEACH ME MASTERS

I'm in the same boat!

 

[iiinycboi]

When you guys give them quotas, do you have them going out to find clients or cold call?

Or are you guys referring to the walk ins and having them close those deals?

 

[joshb]

Our quotas apply to our CSR's and producers. The CSRs are salary and do not make commission (they will get monthly bonsues based on productivity). the commision only producers have the same requirement (we have 5) two of them average about 40 sales per month, the other 3 about 30, so its not a difficult requirement.

In regards to bringing in business 3 of the producers are on a 50/50 new bus/renewal split, (also receive small salaries), and they are provided as many leads as they want, and required to be a part of BNI. the other 2 producers are 85/85 and they pay for ALL of their own bills, including leads etc.

 

[jhplat5685]

Joshb,

What are these producers mainly targeting? is it mostly personal line or commercial?

 

[joshb]

Joshb,

What are these producers mainly targeting? is it mostly personal line or commercial?

The requirements are only for personal lines, no requirements for commercial.