What happens when you put a self-directed team in the game against a well-coached team? If the talent is similar, then the well-coached team will win eight out of 10 times. But why is that? If the coach is doing …
A few days ago, I had lunch with a young man who told me that when he was hired as a producer, his sales leader (CEO) said, “If you come work here, we’ll leave you alone.” Look, I understand this …
Let’s talk about producer accountability. The number one thing producers need to be held accountable for is their activity. But naturally, accountability is a tough situation. It’s those sweaty palms, lump in your throat, and difficult conversations no one ever …
Many agency owners want to hire new producers, and the good news is that there’s a flood of candidates right now looking for jobs. It seems like it’d be a win-win, but the bad news is that most agency owners …
The biggest problem most insurance people suffer from is they all represent the same insurance carriers. So, at the heart of what the buyer is buying is an insurance policy provided by the major carriers. The policy is just a …
Most people date for six to 12 months before they ever consider getting married. It’s how you get to know what someone is like. You get to know how they deal with traffic jams; do they stay cool and calm …
Sometimes agency partners are your biggest advocates for growth, and sometimes they are the biggest resistor. I had a call with a majority owner the other day who told me, “Man, it’s time to get on with this thing. We’ve …
Every year the NFL has a draft. There are 32 teams, and each has seven picks for a total of 224 football players drafted into the NFL. Each of those 32 teams has a recruiting staff that evaluates their picks. …
There is nothing wrong with selling your agency at 12-13 times EBITA (earnings before interest tax and appreciation) if that’s what you want. There are nearly 700 firms annually doing precisely that — maybe more if they were all reported. …
Each bad hire can easily cost you $100,000 to $200,000. However, quality producers can add $1 million of annual revenue to the agency (which nets most owners around $150,000 to $250,000 in profit.) There’s a lot of money to be …
