Study finds link between ethics and production. (Indiana University research into insurance agent behavior and productivity)

National Underwriter Life & Health-Financial Services Edition, October, 1995

An Indiana University Graduate School of Business investigation of insurance agencies found that there was a strong connection between agent ethical behavior and agent productivity. Researchers polled 386 agency managers and asked them to rank 83 traits for a new hire. Being ethical, honest and moral ranked highest for 64% of the more successful insurance agencies, while less successful agencies ranked the trait as third most important. Another trait that more productive agency heads looked for in a job candidate was the potential agent's fit with the organization.

Ethics and honesty are considered the "most crucial" personality and motivational traits when recruiting new agents, according to a national study on recruiting and selection in the insurance industry. The study,...

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