It's frequently said that beliefs drive behavior. I believe that’s true, having witnessed it with the professionals we work with. But I also believe it’s important to recognize what types of beliefs drive behavior, and also understand where our blind...

In most independent agencies, producers typically operate in one of two zones. They’re either in a Red Zone or a Green Zone.

As the name suggests, the Green Zone is all about earning more green (a.k.a. money!). Those in this zone participate in acti...

TALK BACK TO THE “HEAD TRASH” THAT’S IMPEDING YOUR PROGRESS

One of the key teaching points at our ProducerFit programs is that if you’re going to put the time in anyway, you might as well be great at what you do! Also, you might as well be great ...

Recently I introduced The Agency’s Best Version Pyramid (BVP). It was so well received that I’ve expanded on the concept and applied it to the all-important role of producers. Net new revenue may not solve all your problems, but I firmly believe that...

IF YOU CAN’T RECOGNIZE (AND AVOID) THESE, WE NEED TO TALK

When I talk to producers who are frustrated with their results and overall balance in life, I think the real issue is that they’ve lost their freedom. Specifically, they’ve lost the freedom t...

HOW TO HOLD YOURSELF AND YOUR PRODUCERS ACCOUNTABLE

We’ve been doing a lot of research and improving our programs that address what creates great producers and what it takes to cultivate million-dollar producers. It seems that every agency and most ...