18 Aug Sales Motivation is a Leadership Problem
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 something about it.
Owning the Problem
You can't fix their problem; you can only fix your problem. You can hope things will change, but they seldom do until you identify it as a problem, own it and then take action.
Producer motivation in most agencies is at an epidemic level. It costs agency owners millions dollars over the lifetime of your organization.
What is the lifetime value of a producer?
A marginal producer, bringing in $300,000 a year, projected to be with you for 20 years is $6,000,000 value. If you could get them “more motivated”, that lifetime value could easily go to $10,000,000. The gap is $4,000,000 over a lifetime. For that kind of money, multiplied by 3, 5, 7 or more producers, adds up to a lot.
How do you do it?
Get them connected to how making more money gets them to their personal goals faster and with more security. Then go to work on the confidence problem that prevents them from accessing the part of themselves to say ‘yes' I want that.
In summary, Producer Motivation is a Leadership Problem. The value to your agency to engage in this is enormous wealth for you and them. Most producers are foggy, not clear on the impact of today's new business on their ability to make and save money and become financially secure. To build their confidence takes training, skills building.
It's Smart to own the problem. It’s smart to develop your agencies #1 asset – your producers. It's not smart to blame them. It's not smart to hope they will improve themselves.
Be Smart.
To learn more about how the iWin Agency Growth System can help you become better at Producer motivation, click here to explore.
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