The importance of setting realistic sales targets

LIKE all other industries, poaching is common business. So it's no surprise that it happens in the business of insuring people, especially in a tight labour market.

Insurance agents or financial advisers are generally paid low basic salaries. The bulk of their income is derived from commissions on sales made.

From an employer's perspective, the easiest way to recruit agents and advisers is to offer a buyout package. That way, you get the "plug-and-play" types - the ones with experience and customer base.