Super Agent

The 2 Anchors Hindering Producer Performance

In a recent conversation with an insurance agency principal we were discussing the role of the producer. Actually the many roles of producers; business developer, sales person and account servicer.

Each role asked of the producer requires a different set of wiring. The business development role requires someone to make multiple phone calls, over an extended period of time with the idea of creating a highly qualified sales ready opportunity. Focus, consistency, the ability to connect with different buying styles and “sell a first appointment” is essential. A true producer, one whose only goal is to grow their book organically, requires leadership. They must be able to deal with buying teams, business complexity, and lead change behavior. Account management and servicing requires a steady hand to drive implementation, calendars task and execute the agency’s value proposition in a timely and efficient manner.

With their hands in so many roles is it any surprise that producers struggle to write new business? Perhaps it’s time to remove the anchors that hinder producer performance. The technology companies and other forward thinking industries recognized years back that greater rewards are possible for all when sales professionals focus on selling instead of developing and nurturing leads or servicing accounts.

What kinds of anchors are hindering organic growth in your agency?

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