How to Set Clear Goals and Expectations for Producers

SMART Goal

Setting Specific
Measured
Agreed Upon
Realistic
Time-based

The 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 activity, you've accomplished step #1; they are SPECIFIC.

The power of having an integrated system makes the ability to MEASURE progress enormously easier.  You can see activity, what's specifically in the pipeline, what's closed, all the way down to calls attempted and appointments set.

With a system like this in place, it's much easier to get to AGREED UPON, rather than mandated or minimalist goals. When goals are AGREED UPON, it becomes a collaboration to attain them. When they are mandated or assigned, there is little buy-in the producer.

REALISTIC is something that only you can judge. But it becomes easier once you've got all the information in front of you like new business written for the previous year, how many prospects in the pipeline, closing ratio and many other metrics.

And, what's the purpose of setting goals if they are not achieved in a TIME-BASED manner? With a system in place, you set your goals, measure the progress frequently and can know exactly where a producer is versus where they are supposed to be at any particular time.

For more information on the Bignition Agency Growth System click here.