ales Hack: if you manage your time, well, you will sell a lot of sh!t.

I've had a lot of conversations in the past two months with agency executives and sales leaders who represent some of the bigger independent agencies in the country. So you're talking about execs and sales leaders who often oversee upwards of 100 producers. And when I think about what separates the best from the rest, it is time. How you use it, how you manage it, how you buy it back. When you look at the life cycle of a producer from what we might refer to as unvalidated, to somebody who has, quote, unquote, made it and validated to the few All Stars you have in your team that you would do anything to support their continued success, these are the producers you can't afford to lose. What connects and separates them is time.