Do you invest your time and money in the areas of your business that are most IMPORTANT or most EXCITING?

The answer is the difference between those who work Under 30 hours per week and those who work 50+.

Your most important agency involves renewal sales, and pays the majority of the bills.

It provides you steady income, the ability to take time off when you want & create your desired lifestyle.
It’s like a low-maintenance, high return, high loyalty friend that keeps paying you.
It’s more like man’s best friend than your dog is.

The most exciting agency is the first year sales agency.

This is where you earn new sales commissions, company bonuses, trips, and pins, points and plaques.
There is lots of excitement, change, and possibility here.
It’s very energizing to work here… until it’s not (when any poor time & money “investment” leaks you’re not aware of take a huge bite out of your income).

So are you investing more energy into your production or your profit?

Agents can get so obsessed with production, they begin to believe that production alone pays the bills.
Production can be efficient or inefficient… helpful or harmful.
Some agents using internet leads have 15% lapse rates… others have 50%.

There is a competition going on for the agency owner’s attention between profit and production.

If the majority of your income comes from your renewal agency, where might it be best to place the majority of your focus?

Help us contribute to the discussion below by answering the following questions

What percent of your agency income is made up of first year sales commissions and bonuses?
What percentage of your time do you invest into making first year sales or helping others make them?
What percentage of your money do you invest into making first year sales or helping others make them?

Many agents have been able to avoid knowing these numbers because the industry & market have been so strong.

These days, not knowing the answer to those questions can cost you tens of thousands of dollars per year.
More important than looking at how much time and money is being invested in first year sales, is exploring how much time and money should be.
Getting this right is the difference between profitably working under 30 hours per week and still being in the office on Saturday.

To learn more about how we can help you see the Agency Profitability Review .