Super Agent

Define Your Expectations

One of the biggest challenges and frustrations facing agency principals today is the failure of producers to perform. Producer sales goals aren’t being met, pipelines are weak and renewals are increasingly difficult. Unfortunately, most agencies don’t have an effective process in place to enhance producer performance.

There are a number of important strategies that can be incorporated into an on-boarding process or training program for existing producers, but the first step is to define your expectations.

If you’re focusing only on the revenue, you’re not setting your producers up for success. If other, more fundamental expectations are insisted on, then revenues will most likely be met. So, what expectations should you communicate to your team?

- Adhere to a sales/agency culture. Without a doubt, producers who are the most destructive to agencies are the ones who erode the agency brand. Failure to communicate the agency’s value proposition and follow the sales process can lead to decreased differentiation and confusion in the marketplace.

- Work only with right-fit clients that the agency has the capabilities to service effectively and consistently. Producers that use resources on deals that aren’t likely going to close or are a poor fit threaten the foundation of their agency.

- Develop and execute action plans to reach objectives and grow professionally. Producers who are expected to include performance activities on their calendars such as phone calls, first appointments, messaging campaigns, and networking opportunities are more likely to perform well.

“Our environment, the world in which we live and work, is a mirror of our expectations.” – Earl Nightingale

 

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