MANAGE & LEAD
opportunity by not directly correlating to a producer and their activity , their new business , their book growth , their savings ability , and the ability to become financially independent , maybe even wealthy .
Mistake # 4 : Failing to Motivate Your Team Another familiar mistake owners make is failing to understand what really motivates people . For example , if you don ’ t think your producers are motivated by pride , ego , recognition , money , and material things , you ’ re missing out on ways to truly motivate your team .
Doing a once a year off-site goal-setting event with no follow-up and no accountability is a mistake . Not having the means to connect pride , ego , recognition , money , and material things to day-to-day activities is a mistake .
Mistake # 5 : No Clearly Defined Sales Process Many agency owners say : “ The reason we don ’ t have a standardized sales process is that everyone has their own way of selling . And we like to leave them alone to do what they do best .” This mentality is dangerous to the health of your agency !
It ’ s dangerous because this passive attitude toward selling kills the growth in your agency . It allows producers to stay within their comfort zones , and it never challenges them to become the best version of themselves . Not challenging their comfort zones , not growing their prospecting and sales skills , not challenging their knowledge is a mistake that hurts you and your team .
Mistake # 6 : No Regular Training Athletes have practice , students have homework , and
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