Using Training To Boost Production

A large mutual insurance company wanted to boost their producers’ bottom-line results. The company turned to LIMRA for help. In October 2009, a group of their producers participated in a one-day program that combined Selling With Style and Sales Booster training.

The company monitored and analyzed producer performance to gauge the program’s effectiveness. They compared producers’ average monthly production for the six months before and after the one-day program. The results clearly demonstrate the training’s positive impact: Producers who received sales training from LIMRA increased their average new monthly premiums written by 16 percent. A peer group of producers at the company who did not receive the training experienced a 7 percent decrease in production in the same time period.