The 5 stages of an insurance producers, career journey.

Is it possible you're training the wrong producers? I've been having a lot of conversations lately with agency executives, and the conversation around the one-of-one producer journey has really been resonating with them. And what they realize is they're not— they're providing too much training to the wrong producer and maybe not providing enough to other producers. Let me go through the 5 stages and what you need to focus on when it comes to training those producers. Stage 1 is the builder. Somebody who's brand new to the insurance industry, they need to be taught the basics around sales. Their number one question they're trying to answer is, do I have what it takes to make it? You need to help them create a sales message they can confidently deliver to the market. The more confidence you give 'em in their sales message, the faster they're gonna speed up their path to success. Now, when they start to show and demonstrate sales success, they're going to go to phase 2, which is a performer. Not quite validated yet, but they're showing signs that they know what it takes to make it. Now you need to help them be more consistent because if they can show more consistent results, eventually they are gonna validate, which moves 'em to stage 3. And they become the professional. Now in stage 3, here's where your training has to adapt. You have to help them focus on the skills, the habits, and the discipline it is going to take to become a 7-figure producer. Because you know right now, when you look down at your 7-figure producers, they're still generating the vast majority of your revenue. Now, when they hit 7 figures, you can't stop training them. In stage 4, they become an authority. Here's where your training has to adapt. At stage 4, your producers don't need to be taught how to sell. They just don't have enough time, so they have to amplify their message. They have to be able to distribute their message at scale. This is where building a brand becomes paramount, whether it be on social media, on public speaking stages, in webinars, writing books, on podcasts, whatever it is. These producers, 7-figure producers, have to learn how to amplify their brand because if they continue to build organic growth for your agency, eventually they're gonna hit stage 5 and become your agency's next leaders. At that point, their job is to help go attract the next team of great producers. But the training doesn't stop there either. They need to have a message go out to attract the next great producers, because I'm here to tell you, you're— the best producers out there aren't looking for a job today. So that's how you have to approach your training development system. It is not a one-size-fits-all. Training does not stop for a producer once they've arrived at a certain level of success. You just need to be able to adapt your training to the stage your producers are in.