WHEN it comes to developing new producers, our industry has a dismal record. Thankfully, several new producer training schools are now available to help correct this weakness. A huge problem still plagues the process, though. Very little guidance or training is available for those who manage producers. As a result, even promising producers often fail to thrive. Agency owners and managers can help increase the odds their producers will succeed by taking the following actions:
?Dedicate enough resources to help producers develop. For example, budget sufficient funds to send producers to sales schools, provide adequate leads and provide adequate internal assistance. Also, help them develop relationships with field reps and underwriters.
?Ask yourself if you feel threatened by your producers' success. How do you react to producers who might produce more than you? Does your reaction hamper your agency? Some producer-managers cannot handle competition from good producers, so they hire less-capable people. By doing so they can always claim the “top producer” position. This is usually a subconscious act, and I have found it to be more common than one might think. Before dismissing this possibility, give it some thought.
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