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Circle of Choice: Part Two

process producer Apr 28, 2017

Outside the circle

Let’s take a look at some of the OTC things we can’t change, no matter what we do.

  • The national/global economy. None of us can make a significant impact here.
  • Insurance carriers’ appetites. You can’t stop them from changing, but it’s important that you understand them.
  • Agency automation system/technology. It’s not going away, so you need to adapt to it and maximize it.
  • The service trap. Allowing yourself to stay “too busy” doing service work OTC means you can’t get ITC.

Inside the circle

Now let’s put a laser focus on the things that are ITC:

  • Personal business model. What are you working toward?
  • Ideal Client Profile. What does your ideal client look like? Not everyone is an ideal client, and in fact some can be quite un-ideal.
  • High-Performance team. What are the roles, responsibilities, and makeup of your high-performance team? Calling them high-performance doesn’t necessarily mean they are....
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Circle of Choice: Part One

process producer Apr 14, 2017

An effective process consistently produces the right results

Although this topic could apply to most employees, this article is really directed at Producers.

One of the biggest problems I see with average producers is their inability—or unwillingness—to focus on the right things. They chase way too many “bright and shiny” objects, allowing endless distractions to take them away from their “real” job. As one of my great clients and friends once said, “You’ve got to define the job of a producer and then not let them fake it.” In other words, know what you’re supposed to do and then do it! Now that’s some pretty good advice!

Success comes down to the choices producers make (or let happen) each and every day. I refer to this as “The Circle of Choice.” Inside this circle are the things that can be controlled. The things that are totally uncontrollable are outside the circle.

Defining where you will spend your...

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Are You Turning Your Back on Success: Part Two

producer success Apr 28, 2016

In order to face success, rather than turn away from it, we must dedicate blocks of time during the week to work on each of these situations. If you do that as you plan your week, you’ll be in really good shape!

You may recall “The 12% Factor”: In any given week, you have 168 hours, of which 40 hours (24%) is work. Now if you can get just 20 hours of faceto- face time with clients, prospects or centers of influence (which most producers never come close to), that’s still only 12% of the week. How much time will you invest (not spend) in each of these areas in the coming week?

While the best producers are always scheduling at least two weeks into the future, most producers start off the week with an empty calendar. I know that most producers don’t even think about their schedules until Monday morning. (If they were following our “Producer’s Perfect Schedule,” they’d have 10 appointments the first week and another 10 appointments...

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