What’s up, everybody? My question for you today is are you a producer or are you an order-taker? Today, I’m going to give you three things that separates producers and order-takers, and in the end, the good news is if you’re not doing them, you can do them and implement them today and change the way you look at the commercial insurance game. When you’re in the sales game, you can be one of two things. You can be a producer, or you can be an order-taker. In my mind, three things separate the two.
The first thing is that producers produce. Producers go out, and they happen to things. They don’t sit back and wait for something to happen to them. If you’re a producer, you’re going to be out in front of the trends. You’re going to be out in front of your competition. You’re not going to be sitting there waiting for your phone to ring, waiting for an email to come in, waiting for somebody to knock on your door, begging you to sell to them. That’s what order-takers do. There’s a place for them in the sales game, but usually, it’s in call centers or someplace where there are a lot of inbound leads, and there’s just not room for a producer and an order-taker in a commercial insurance operation.
The second thing is producers believe they can, and order-takers talk about why they can’t. A producer’s not going to sit back and let obstacles get in their way and keep them from being able to go out and do what they do, which is produce. An order-taker is going to give you all the reasons why they’re not able to get new business. They’re going to tell you that it’s a problem with the lead mechanisms or a problem with the sales process or a problem with some of the training and development that they’ve got. The difference is a producer goes out, and they take care of themselves. They seek the training. They find the knowledge. They seek the ability to be better today than they were yesterday, but not as good as they’re going to be tomorrow. Don’t let things happen to you, happen to things. And don’t think about why you can’t go figure out how you can.
The most important thing is producers create victims. Order-takers are victims. Producers go out, and they crush the competition on the streets. The competition is their victim because they are happening to things and figuring out why they can. An order-taker sits back waits for things to come in. They tell you how come they can’t get business in the door, and they begin to have a victim mentality. And once that happens, that’s when the death spiral hits. They’ll tell you all the reasons why the organization has failed them as opposed to them going out, doing everything they can for the organization.
In the end as well, as it turns out. The producers are the cream that rises to the top, and the order-takers just sit back and wait for that phone to ring, which may never happen. My challenge to you today is to become a producer. It’s not that hard. Be proactive, do the things you need to do to drive business, have a process, make sure you stick to that process. You buy into that process, and you never abandon your process. Do those things and follow the three tips that separate producers from order-takers, you’re going to kill it in commercial insurance.
The insurance industry has changed drastically in recent years, with one of the most significant shifts being the rise of the remote workforce. While remote
The insurance industry is at a technological crossroads. For decades, operations have been fragmented, with multiple systems, manual workflows, and siloed data defining how agencies function. But the rise of artificial intelligence (AI), cloud-based CRM, and integration tools is ushering in a new era—one where automation, real-time insights, and seamless client experiences are possible.
The challenge of recruiting and retaining top-producing talent has pushed many agency principals to rethink how they reward long-term performance and loyalty. One of the
As the commercial insurance industry continues to evolve, independent agencies face mounting pressure from large brokerages that have the financial horsepower and digital infrastructure to
As someone who trains commercial insurance producers nationwide, I’ve seen firsthand that remote success hinges not just on tools and workflows, but on people feeling heard, supported, and connected. This post explores the key strategies that agency leaders can use to build emotional connection and employee engagement in a remote insurance agency, using lessons drawn from real-world experience and thoughtful leadership.
Fleet safety is a growing concern for businesses that rely on commercial vehicles. With increasing insurance premiums, rising accident rates, and evolving regulatory requirements, companies must take proactive measures to
Please confirm you want to block this member.
You will no longer be able to:
Please note: This action will also remove this member from your connections and send a report to the site admin. Please allow a few minutes for this process to complete.
Responses