Should a Producer Have to Fill Out Their Own Applications and Market Their Own Business?

19 May Should a Producer Have to Fill Out Their Own Applications and Market Their Own Business?

Should a Producer have to fill out their own applications and market their own business?

It depends on whether you want a high growth agency or not. There are a lot of highly profitable, no-growth and low-growth agencies. They have for the most part converted producers into Executive Level CSR's and support personnel.

Ask this question, how much does the agency have to spend hourly for a competent person to do this job?  It's probably going to be about $30/hour. Then ask yourself this, How hard is it to find good producers and what are they worth on an hourly basis?  If a producer has a $600,000 book of business, they are producing $300/hour for the agency. That's a 10:1 ratio…. If you want growth, get producers out meeting with prospects. If you want profitability, burden your producers down with a bunch of $30/hour work.

A friend of mine and a very productive man, Jim Ainsworth said, “I only do what only I can do.”  Interpretation— hand off everything  that someone else is capable of doing  and only do the Highest Value Activity possible. No, do not have producers doing this kind of work.  Provide a well-trained team…. Then push them to prospect more, be engaged with Selling Activity and High Profile retention activity.

Part two this question should be, if we provide that resource to producers, should they have to be out growing their books of business?  Yes…. That is one of the positive or negative consequences that can be obtained as a producer.  If you produce, you get these additional services to make you more productive. If you don't produce, and instead want to be an account manager, spending your time doing only retention activities, then not only will you not get those resources, you also won't get paid like a producer nor have the freedom of a producer.

Producers produce, and it's to the benefit of all to keep Engaged in the Top 5 Money Making Activities of Million Dollar Producers.

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