Winning the business of prospective clients is the top challenge of producers today, according to a new survey.[@@]
A report from LIMRA International, Windsor, Conn., reveals 53% of producers polled specified “attracting new clients” is a major challenge they are experiencing in their sales practice. This was the only issue that at least half of producers reported as a major challenge.
At least 40% of the producers identified the following four items as major:
? Developing business relationships with CPAs, attorneys and other advisors;
? Developing their own expertise; and
? Identifying a successor.
More than 33% of producers said “increasing productivity” and “having the time and capacity to service their clients” were major challenges.
The survey results are based on the responses of 600 producers who participated in LIMRA’s Producer Panel. The full panel comprises more than 2,000 producers.