https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/1950/THE-PRODUCTION-WINNERS-CIRCLE/
... lifeblood of agency and brokerage profitability and sustainability. A "book" cannot sustain you without growth. Produce (grow) or die. Producers come in a variety of styles, experience and skill sets. Great ones are a gift from God. Lesser ones challenge your faith. In metaphorical terms, each sales opportunity is like a horserace- one winner and many losers. In an agency you have racehorses, workhorses, Shetland ponies, show horses, geldings and thoroughbreds. Unfortunately, production isn't about diversity, appearances or second place. It's about winning. You can't manage racehorses. Just let them run. Your job is to keep them "on track," don't let them kick or bite others (they will kick and bite you), and keep the blinders on them. They ... . Between $500,000 and $1 ,000,000 of commission revenue, we are partners. And at more than $1 ,000,000 of commission revenue, I work for you." Workhorses, groomed and trained, can be productive and profitable. Define their role, and responsibilities, and hold them accountable. Manage the circumstances, not them. Choose their races carefully. But workhorses tend to wait on maybes. They want to explain features and solve unknown problems. They don't find and fix the pain. They are quickly discouraged. Results are important, so get rid of Shetland ponies, show horses and geldings. They aren't bad. They merely aren't suitable for the racetrack of production. They get in the way, consume a disproportionate amount of management's ...
https://completemarkets.com/Article/article-post/1950/THE-PRODUCTION-WINNERS-CIRCLE/
...ny losers. In an agency you have racehorses, workhorses, Shetland ponies, show...rs of your stable because your real racehorses and workhorses will resent them...