P R A D

Further, the main street producer may have a service responsibility in addition to a new business generation responsibility. Often, main street personal lines producers write the account and service the account on an ongoing basis, though they are usually supported by processors that handle the more clerical functions (i.e., generating ID cards, processing carrier downloads, answering questions from title companies, body shops, etc.). Firms often employ one or more of these producer models. Often they implement variations, such as a main street producer whose responsibilities most resemble those of a high net worth producer. The key is to adopt and adapt the model that best fits the agency’s needs and resources as they strive to enhance their personal lines market share. The best source for candidates will depend on the personal lines focus of the firm, the selling model to be utilized, and the resources available to train and compensate the new hire. Even when all three issues have been properly addressed, finding quality candidates remains a challenge. This study has discussed the key points in developing a producer pipeline and selecting a producer, but there are some important issues to note specific to personal lines. The distribution of hires is not entirely different when personal lines producers are compared to all producers. While there are some slight variations – experienced producers in personal lines are much less likely to bring a book of business with them than commercial lines or employee benefits producers – the sources of production talent are very similar. Recruiting the Personal Lines Producer

Source of Personal Lines Hires vs. All Producers

42%

39%

29%

29%

16%

14%

10%

9%

7%

6%

College

Insurance - Not Sales

Experienced Producer - Came w/ Book

Experienced Producer - Came w/out Book

Outside the Industry

All Producers

Personal Lines

Source: Supplemental survey

52 Producer Recruiting & Development Study