Top producers have an entrepreneurial attitude and a vision for the future. They have a career plan and know how to achieve their goals. Here are some producer tips and suggestions for improving performance.
1. It's about “what you can do for the company.” A solid contribution is in demand. Producers are just that—producers! Their focus should be on new revenues, expanding the revenue stream of current clients and creating new revenue streams. They should have targeted revenue goals monthly and a life plan that extends out five to seven years with longer term goals. We see countless situations in which the commissions are collected rather than earned. There should be a clear and understood message of the expectations from the agency and the production number committed to by the producer.
2. Tenure is out the window! Those who perform are rewarded; the others fall behind into mediocrity. It doesn't matter how long you've been there. The primary job is creating revenue, much like a startup company, and the planning and strategy start over each year. You are your own profit center and need to position your thinking from that regard. Selling and growing is our primary responsibility within the agency—period.
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