The split personality of the producer role allows the real problem to take root: The producer will often hide behind the most comfortable role. (Image: Shutterstock)
It is shocking to what degree, and how consistently, insurance agency leaders struggle with holding everyone on the team accountable for doing their job.
The hybrid nature of the industry often has each person playing dual roles. The role of producer is almost always responsible for both writing new business and holding on to current clients. In fact, it's a rare situation where a producer focuses purely on production.
Kevin Trokey is founding partner and coach at St. Louis-based Q4intelligence.
If structured properly, the dual role makes sense. But the "structured properly" part almost never happens.
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