Understanding that sales are the cornerstone of all agencies, what is the number one opportunity agencies can focus on to be successful?  High-quality producer development and management.  Furthermore, according to a Gallup study of 500,000 businesses, the #1 indicator of sustainable success is organic growth and organic growth almost always requires producers within the independent agency business model.

Producers though are the number one cost to an agency.  Excluding acquisitions, they are the most expensive investment agencies make and historically have had the highest failure rate.  The cost per producer developed is usually at least $150,000.  Additionally, producers cause approximately 50% of all E&O claims.  The penalty for failing to develop and manage producers well then is extremely expensive.  On the other hand, the reward associated with managing producers extremely well is likely the best investment available to agencies today.

This presentation covers how to develop and manage producers if an agency’s goal is true business success.  Attendees learn about producer contracts, compensation, compliance, hiring, and expectations.