Entrepreneurial Producers – Love ’em or Lose ’em
I just got back from Innovation right here in Tampa, Florida. And one of the things I heard repeatedly was that people are looking for entrepreneurial and forward-thinking producers. Are they? And if they are, what are they going to do when they get them
We all want producers, we all want successful producers, and we realize that some of the best producers are not just the people who are workhorses that are going to hit those behaviors. Still, they’re creative, entrepreneurial, and can be self-starters with great ideas and create brands for days. And many agency principles think that’s who they want in their agency, but I’m here to tell you, people, be careful what you wish for. Because if you bring entrepreneurial producers into your organization, you have to be willing to let them be entrepreneurial; you have to let them chase what they need to pursue to get fulfillment out of their career. I spent a long time at an agency that honestly wasn’t willing to let me be entrepreneurial. They weren’t ready to let me chase what I wanted to hunt, and I had the vision for my book of business in the segment of that agency I was responsible for.
And as a result, I became non-productive. I hated being at work every day. I had resentment for the leadership of the organization that got charged with growing a business. And I knew I had the skillset that was necessary to take it to the next level. And I knew I had the ideas that needed to be put in place to grow our middle market book. But they did not share that vision. They were not willing to collaborate. They were unwilling to give me the space that would allow me to go out and be entrepreneurial and do those things that I would do if I didn’t have to ask anyone for permission. As a result, I did what an entrepreneur does. I left, and I started my agency. Why? Because I didn’t get fulfillment in my job. I couldn’t chase those things that I knew would work. I didn’t have that opportunity to make bad decisions and stumble along the way but refine those things into great ideas.
So my challenge to you today is that if you’re an agency principal who thinks you want entrepreneurial producers in your organization. Before you do that, before you go out, looking for them, look in the mirror first. Ask yourself, am I able to lead someone who has the entrepreneurial ability? Am I able to set aside my ego at the door because someone else may just have a better idea than I do? If you’re not able to do that, my advice is don’t look for entrepreneurial people. Look for lemmings that are willing to go in packs over the side of the cliff and let the entrepreneurs do their thing.
Because one thing I know beyond a shadow of a doubt is if that need to create if that need to build something does not get met, they’re not just going to quit dreaming and desiring to do that. The producers are going to poke and prod and find a place where they can do that. I lived that, and that’s why I have Florida Risk Partners today. Hopefully, this video helps you see how to avoid losing solid entrepreneurial production talent by simply giving them a voice and the ability to do their thing.
I hear it all the time, “David, I just don’t believe there are people on every corner waiting to hand out their business to you