Prospecting is the lifeblood of any business. When the pipeline dries up, people get desperate. Desperate people seldom work smart or efficiently. They waste time, resources and energy trying to push square peg accounts through round hole carriers. You can spot a desperate producer a mile...
Tim Cunningham of Optis Partners (one of the great mavens of agency valuations) said, “Growth Equals Wealth.” He made the case: High Growth Agencies command a 15-20% premium in agency values over their no growth peers. So, as a High Growth Agency, not only will your...
SMART GoalSetting SpecificMeasuredAgreed UponRealisticTime-basedThe ability to create specific goals based on a producer’s real financial needs is now available. It's like having a financial planner on staff to help reverse engineer a producer’s income needs. When you do this and break it down to day-to-day...
We need to find many, not one, silver bullets to have people save for a life that is going to be closer to 100 years,” Joseph Coughlin, director of MIT’s AgeLab. That came right out of the USA Today, on Aug. 1, Coughlin is a pretty...
All millionaires have the same 24 hours a day allotted to them. It's not how much time you have; it's how you use it. If producers aren't using their time to prospect and sell new accounts, then they are either too deep in the weeds servicing...
You can blame producers all day long for being lazy, ambivalent or anything else. All that does is make you a victim. Stop being a victim of Producer Sales Motivation. It is a Leadership problem rather than a Producer problem. That empowers you to do...
In his newest book, Agency Growth Machine, Randy uncovers these 6 problems and offer solutions to help you solve them. 1. Unmotivated Producers; lacking focus and direction “Too many of our producers feel that if they make $100,000 a year, they are rock stars. I can’t get...
The top 20% of your Producers are great sales people. They consistently produce and carry the agency year in and year out. Then there is the bottom 20% of producers. Excluding the newbies, the rest are misclassified. They aren’t REAL Producers because they lack the drive...
If you are an agency owner or sales manager, you have probably read somewhere about the importance of your agency’s culture… And if you have read any successful CEOs bio you can see they all buy into it… “I came to see in my time at...
Many business owners have great confidence in their own abilities because of what they have achieved, however that does not equal smart hiring. Small businesses can be further hampered by the lack of an in-house HR professional. Even following all about the current hiring practices...
Almost everyone is talking about it like it’s a new trend in the insurance business: “we have to hire new producers.” The problem started back in 2007 when the near depression hit the United States. The bottom fell out of the real estate market, the stock...
Randy Schwantz of The Wedge Group talks about how a recruiter needs to collect evidence on a producer before hiring. How do you know if the person you are recruiting can prospect, sell and retain? Don’t ever hire on a hunch or feeling - collect...