How many is too many accounts for a producer to manage?

14 Dec How many is too many accounts for a producer to manage?

You have to answer that question by starting off with, ‘How ambitious is your producer?‘

And, then you have to follow that up with ‘How ambitious are you as an agency owner?‘

If you are a main street firm that writes hundreds and hundreds of small accounts, you've got a niche that apparently works for you.  For a producer to make a living they might have to have 200-300 even 400 accounts.

If however, you and your producer are financially ambitious and capable of writing larger accounts, about 40-60 accounts is a pretty good number.  After you cull out the small ones that make only a little money, but take up a lot of time, that’s a pretty good number.

From there you keep building the average revenue per account.

60 accounts that average $15,000 is $900,000, that's only $100,000 away from being a Million Dollar Producer.

40 accounts that average $20,000 is $800,000.

If you are just now starting to get in the Organic Growth game in a serious way, you might find this intimidating… but don't.  Many times producers write small accounts because of their level of expertise and confidence.  Growing a large book, making a lot of money is a marathon.  It happens over a decade, not a week, month or year.

So how many accounts is too many for a producer to manage?  The answer is when the quantity of accounts get to the point that they producer has less than 30% of their time to Prospect and Sell, it's too many accounts.