Abstracts » Insurance

Changing the way career agents are trained

Article Abstract:

Insurance agent skill training is the key to developing and retaining productive agents. Many career agency companies focus on agent development without establishing an agent's knowledge base through basic skills training. Successful training programs are the result of competent instructors and structured sales track selling systems and processes. Agent development and education programs should be incorporated after specified performance measurements are satisfied.

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Continuing education must be a way of life

Article Abstract:

Continuing education of insurance agents is a necessity in an era of rapid product and legislative changes. The imminent possibility of multimillion dollar market conduct suits renders sufficient agent training and education especially crucial. Although some states require as many as 30 hours of agent continuing education per year, many courses are self-study programs requiring little or no classroom time, and others are too easily sloughed off.

Column, Insurance agents

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Mentoring is one approach to agent retention issue

Article Abstract:

Insurance agencies, such as Cigna Financial Advisors, are responding to decreasing recruiting and retention rates in the insurance industry by developing mentoring programs to train and retain insurance agents. Cigna's Partnership Program, which was implemented in 1995, focuses on one-to-one relationships between new hires and seasoned agents. Initial results from the program are positive.

Usage, Mentors, Mentoring, Cigna Financial Advisors

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