Becoming a Top Producer Made Simple with

August 17, 2001

Independent agents now have access to an informative guide about finding, hiring, training and compensating excellent producers, thanks to the newest offering of the Independent Insurance Agents of America’s (IIAA) Best Practices program.

Top Producers: Discover, Train, Reward offers a comprehensive look at how successful agencies select a top producer, develop a career training path, and effectively manage and motivate an experienced producer.

Top Producers is divided into three major segments-selection, development and motivation. Each subject area is designed as a stand-alone resource or as part of an overall producer development plan. This means the guide can be used in its entirety or only those sections that are appropriate to a situation can be referenced. Top Producers contains information about goal setting, calculating related expenses and appropriate compensation, measuring sales potential, and tracking producer activities.

It also includes:

— IIAA’s Guide to Producer Contracts, including sample contracts and details on compensating, contracting and managing new producers;

— A detailed appendix on Interview Guidelines; and

— The Best Practices Sales Potential Quick Check, a diagnostic tool that measures agency sales performance according to benchmarks set by the most successful agencies in the country.

Top Producers is one of the many offerings of IIAA’s Best Practices program, which conducts intensive research to identify those practices that make independent agencies most successful and then uses the findings to produce tools that are applicable to any agency. Other Best Practices tools include The Five Practices of Highly Effective Leaders; Best Practices of the Leading Sales Organizations in the United States; and Making Money the New-Fashioned Way: An Independent Agents Guide to Technology.

For more information, contact IIAA’s Education Department at (800) 221-7917 or

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