The other challenge I would have for you as an agency principal is thinking big and teaching your producers to think big. You know, I think producers are often only going to produce up to the level that we expect of them, and if your goals for them in your mind, or that you have portrayed to them are too low, they’re never going to get above that. Even the most self-motivated people will find comfort in the fact that they are meeting or barely exceeding their annual goal. If you think that your producer having a book that is $200,000 or $300,000 in revenue is all you want for your agency, then that’s acceptable.
If not, tell them you want 600,000 and see what happens. A pure producer will hit it. The issue is if we’re not willing to think big, our producers aren’t inclined to think big. So if we can think big and establish stretch goals in addition to what we know, they’re going to achieve, define the behaviors that get wrapped around that, and then measure those behaviors daily. I’m willing to bet you you’re going to take a producer that’s never written more than their current average, and they will double it in a year. If you can do that, you and your agency are going to kill commercial insurance.
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