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The Most Powerful Thing Producers Can Do

[Video Transcription]

So if you’re a producer, what’s your plan every week? Having a plan every week is the key to being a world-class, amazeballs producer. So do we need to produce more or do you need more effects? The reality of the situation is modern insurance production is really about activity. Now, if you’ve built a book of business and you’re just generating off of referrals, we’re not really talking about you. We’re talking about that need to grow, put the kids through college producer out there that really needs to be generating an awful lot of activity to stay competitive and to really fuel their families.

What we’ve found over time is that most producers, unfortunately, don’t really have a plan. They kind of bump into things on an ongoing basis. We want to change that and say for a producer to succeed, every Friday afternoon, you have to build your plan for the week. If you don’t know what you’re doing Monday morning and know who you’re going to call, who you’re going to stop by, what you’re attending, what’s going to happen is you’re going to get into what we call a rollercoaster. That means some months you’re on fire, and the next month’s not so pretty. That makes you, and often times your spouse, kind of nervous. You have a good plan, you’re constantly feeding your pipeline and that leads to success.

You want consistent success that really, truly reaches your true potential, right, or do you want to be a mediocre producer, that at the end of year rode a lot of rollercoasters, but didn’t really hit their true potential? So what do we recommend every producer do every week religiously no matter what?

The first thing is we recommend that you pick ten cherry-picked opportunities from either lost business, unsold quotes or past monoline business. These need to be ten people that you know you’ve got a good shot, low-hanging fruit. You need to call them three times that week and, if you can, send them a quote in the mail. Yes, the mail, people still open handwritten notes far more than email. Don’t be lazy. The great news is if you talk to them, you don’t have to prep that quote up, but this is really going ahead and harvesting your database, which is critical for your growth.

Next, you need to attend one community event per week. Yes, get your face out there! If you are trapped behind the prison that is your desk, you will never get out and meet more people. Who’s attending those events? Business owners, high-level people in your community, the more you’re seen, the more you’re going to get brand awareness, the more opportunity you’ll generate. You also need to be meeting with one center of influence every week. Coffee, lunch, whatever it is. Get out there, get your face seen because that’s going to generate the new business that you need. You also need to make those thirty day follow-up phone calls for referrals. So build that into your week. Following up on your unsold quotes religiously is also critical, and posting on social media so your brand image keeps fuelling.

The bottom line is take a look at our producer planning template so that you can be successful, but don’t walk in Monday morning without a plan. You’re starting off your week incorrectly and that’s not going to help you hit your maximum potential. We’ll see you next month for our next 3-minute video.

Kelly Donahue Piro

Kelly Donahue-Piro is a game changer in the insurance industry. As the Founder and President of Agency Performance Partners and Co-Founder of the sister marketing company, Agency Appeal, she’s an in-demand speaker at regional and national insurance conferences and a social media and digital marketing trailblazer. READ MORE

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Our agencies tell the story

“Kelly had some awesome tips and is very knowledgeable on the subject. Love how she is also very down to earth and easy to talk with!”

Lindsey Hamm

Welsh's Insurance Agency

“I think this process was very beneficial and I think we are in a position for a very strong year and the future is very bright. I was able to take account of myself through our interviews and discussions and have found many areas in which I personally need to improve. You have also given me a sense of direction going forward to be a better boss, person and mentor to our staff.”


Preferred Insurance Center

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Kelly Nielsen

Customer Service Agent
Sheets, Forrest, Draper

“I feel your visit to our agency was very beneficial. For me, it was like a therapy session and the Amnesty Day was a great idea. I feel refreshed and I have a much better attitude. The attitude of the entire agency has improved immensely. I think we are striving to work more as a team. We are trying to be more encouraging to each other and to applaud each other’s accomplishments. Thanks for being a nice, caring person!”

Phyllis Buening

Preferred Insurance Center

“We are so grateful for you and all you have done to help our agency and our team. We are all now part of the big picture and it has changed the whole dynamic for the better. APP Rocks!!!!!”

Maegan Burbank

Insurance Specialist

“I want to thank you for stopping by the office, evaluating, listening and hearing us. I feel like the mood of the office has improved 100%. I also feel appreciated. We will have some hurdles to overcome, but I think we should get through them. The Tigger has been passed around a bit.”


Account Manager
Preferred Insurance Center

“I’m glad you came out to talk to all of us. It seems to have helped the attitude in the office. Still have our moments, but much better. Dan has improved, also. He seems to be listening to us more and getting our input. Thanks for your help.”


Account Manager
Preferred Insurance Center