If you are not hitting your sales goals, it probably means you suck at managing your time.

Here's my point. Whether you're an unvalidated producer, validated, or the home run king all star of your agency, time is the great equalizer. Yet it's also the great differentiator. And the number one thing every producer has to do today if they want to continue scaling their business is build brand awareness. And as an unvalidated producer, you're going to have a lot of time to do it. So how are you using that time effectively? When you become a validated producer, managing the time to do that is going to be your biggest asset. So are you blocking time in your calendar every single week to prospect as the size of your book continues to grow? And then when you're at that point, you are now an agency all star. You have to figure out how you're going to buy back your time and let somebody or your marketing team help you build that brand awareness with the time you don't have.