After working with hundreds of producers, agency owners and carrier teams alike, I’ve established some common reasons many producers don’t make it in the industry. 1. Not having enough to work on. Even with qualifying, learning to listen and asking the right questions, not having enough of “X” types or sizes to work on will ensure steady decline in your …

1. Those goals are not my goals! Sometimes managers don’t succeed in getting employees to buy in to the plan. Unless managers work hard with their employees and agents to develop a sense of ownership, employees will not likely attain goals set for them. The Fix: Involve your staff in the goal-setting process. Get bottom-up input into everything from your …