Why Your New Producers Keep Failing#

I’ve hired producers who crushed it from month one. I’ve hired producers who seemed perfect in the interview and were gone in four months. And for a long time, I thought the difference was the person. Some people have it, some don’t. Find the ones who do and move on from the ones who don’t.

I was wrong about that. Not completely wrong. Talent matters. But the biggest factor in whether a new producer succeeds or fails isn’t who they are. It’s what happens in the first 90 days after they sit down at the desk.

The Multiplier#

There’s a ceiling that most growing agencies hit, and it has nothing to do with the market, the carriers, or the competition. It’s the owner.

Specifically, it’s the owner who is also the agency’s top producer. The person who built the book, who closes the biggest deals, who still handles the best accounts personally because nobody else can do it as well as they can.

That last part is usually true, by the way. Nobody else can do it as well. That’s not the question. The question is whether doing it yourself is the highest use of your time. And past a certain point, it isn’t even close.