The BIG Event 2017: MAIA's Annual Convention and Trade Show
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ALL Sessions

Exhibit Hall
Licensing Program
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Personal & Commercial Lines
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Receptions/Food Functions

Thursday, Oct 26
Friday, Oct 27
Saturday, Oct 28
Sunday, Oct 29

 Friday, Oct 26th
9:00 am - 10:45 am

Five Biggest Mistakes Made in Managing Producers

Speaker(s): John Chapin, Trainer & Coach, Complete Selling, Inc.

This presentation will cover the most effective ways to hire, train, and manage producers. Below are some of the specific topics that will be covered: • The five biggest mistakes defined • How to avoid these 5 mistakes that 90% of agencies make • Dealing with the two biggest roadblocks when managing producers • Why 80% of producers fail and how to avoid this • Setting expectations and holding people accountable to those expectations • Using the contrarian method to managing producers • How to ensure you hire the right people to be producers

An award winning speaker, author, trainer, and coach, John has over 24 years of extensive sales, customer service, and sales management experience. In his 24+ years, John has been a number one sales rep in three industries and has sold in some of the toughest markets and economies.

Voted the second best public speaker out of 127 Toastmasters Clubs in Massachusetts and Rhode Island, John has delivered hundreds of presentations on sales, customer service, and motivation. His audiences have included Realtors, Entrepreneurs, Small Business Owners, Bankers, Insurance Agents, Mortgage Brokers, Financial Planners, and Corporate Salespeople, among others.

Prior to starting Complete Selling Inc., John sold bank equipment for Diebold, Inc. where he became the top salesperson in New England during his first year. John also spoke about his sales success at both semi-annual and annual sales meetings.

Prior to Diebold, John worked for Micro Arc Welding Company where he took a three year-old, non-profitable branch of the business, which was only in two States at the time, and made it profitable within four months. He expanded the business to 48 States and five continents within two years and through expansion of the one branch, doubled total company revenues.

John started his sales career as a stock broker at age of 21, and one month later the stock market fell 22% in one day. John thrived in this tough market and went on to become the youngest branch manager for a national brokerage firm. While still managing his own accounts, he brought the branch from a ranking of 46th out of 52 to 11th. He was also among the top 1% of salespeople nationally.

How To Land Large Commercial Accounts

Contact Sheron to sponsor
this session.