Time was, there were plenty of good producers to go around. No more. Now insurance companies - regardless of whether they have captive agents or work with independent producers - are in competition with each other, mutual fund companies, independent broker/dealers, and others to retain and motivate top performers. It's an enormous challenge.
Kevin Crowley, senior vice president for John Hancock Financial Services, called it "the top-producer paradox" at last fall's Life Insurance Mark