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April 08, 2015 at 11:26 AM
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 your primary responsibility within the agency — period.
3. You’ll have a number of employers in your lifetime unless you have the entrepreneurial spirit to create your own destiny, so be on the lookout for the next opportunity, always with eyes wide open.
I have read that by the time we’re 50 years old, we can expect to have 11 jobs. That really solidifies the need for you to have a vision and a plan for what you want to accomplish with your career. Think of your production role long term and approach it from an idea of a career and not just a job. Make it a practice to look longer term.
4. Companies have fewer available funds to hire managers to look backwards; they want leaders looking forward.
Agencies don’t necessarily want managers who can only say what was done wrong in the past; they want managers with ideas and visions for the future. Most agencies will make room for talented leadership with a vision for the future. They’re looking for opportunities; present yourself as one!
5. If you want to truly be successful, forget life/work balance, give 100 percemt to your career.
Being a producer is not a 40-hour per week job. It calls for study, on-the-job training, mirroring the hours of prospects, and being conveniently available when it suits the prospects. This could mean a 7:00 a.m. meeting or an after-hours call. The key to a successful career is to realize that if you’re positioning yourself to make more money than most, to create more wealth than most, then it’s probably going to take more hours than most. I can tell you that if you commit your first decade to focusing on growth and development you can take your pick of nice trips and amenities for the balance of your career!
6. Your personal brand includes everything about you relative to appearance, reputation and performance.
With social media, there are no secrets, so make good decisions. It was recently said by a manager that while it may not matter to you what you look like, how you’re dressed, and the way you present your personal brand, but it sure does matter to those that sign your check and pay you those hard earned commission dollars. At the top of any employer’s background check is a social media scan. When we see alarming pictures portraying ridiculous behavior, it causes potential employers to rethink how that may affect their local brand. Remember, it’s only out there forever. Be aware of how you should fit into “their environment.” After all, it’s not about you, it’s about the prospects and their world.
