New producers … know your numbers

By Art Seifert, Glatfelter Insurance Group on October 26, 2016

Know what you're getting into

One rule of thumb for new producers: know and be committed to your numbers.

I started my insurance career in underwriting, but with my second son on the way, I needed money and production was where the money could be made. Before I left my salaried position, I made sure I knew what I was in for and was committed to doing what was necessary to reach my two year goal … $100,000. This was 1986 and to a 29-year-old, $100,000 meant hitting the big time.

Here are my numbers in 1986 (FYI - I had no social contacts and no leads)

  • Goal 100,000
  • 35% commission split with agency
  • 100,000 divided by 35% = 285,714
  • Average agency commission 15%
  • 285,714 divided by 15% = 1,904,760
  • Average account 30,000
  • 1,904,760 divided by 30,000 = 63 accounts
  • 80 dials equals 1 binder (I used a reference book called LeadSource for names and numbers)
    • 80 dials = 40 connects
    • 40 connects = 10 x-dates
    • 10 x-dates = 3 appointments
    • 3 appointments = 1 sale
    • 80 dials = 1 sale
    • 5,040 dials = $100,000

It is not a perfect system but while I was running sales for a retail shop, I took on four raw sales guys.  Each of them made $100,000 in their third year because they knew their numbers and they were committed to the numbers. It isn’t rocket science.  It is hard work and it requires discipline and organization.


Art Seifert, Glatfelter Insurance Group

Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.


The information contained in this blog post is intended for educational purposes only and is not intended to replace expert advice in connection with the topics presented. Glatfelter specifically disclaims any liability for any act or omission by any person or entity in connection with the preparation, use or implementation of plans, principles, concepts or information contained in this publication.

Glatfelter does not make any representation or warranty, expressed or implied, with respect to the results obtained by the use, adherence or implementation of the material contained in this publication. The implementation of the plans, principles, concepts or materials contained in this publication is not a guarantee that you will achieve a certain desired result. It is strongly recommended that you consult with a professional advisor, architect or other expert prior to the implementation of plans, principles, concepts or materials contained in this publication.

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