New producers … know your numbers

By Art Seifert, Glatfelter Program Managers 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 Program Managers

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

Related posts

Using this 1 simple business practice can help insurance agents to ensure customer retention success within their agency.

Continue Reading

We need to know what our customers are interested in and how they respond to us vs. our competitors. If we ignore this information and carry out campaigns and sales processes without any...

Continue Reading

You have important professional goals. When your mind becomes distracted by interruptions, however, your productivity and ability to successfully attain those goals is inevitably delayed.

Continue Reading

Submit a Comment