Jeff Bradford
Sales Recruiter
Every successful athlete and professional knows the mantra: no pain, no gain—at least for a while. Accomplished producers take this a step further by asking themselves: is my future worth it?
Many of the producers I speak with are content in their current roles.
If you’re among them, congratulations! That’s a positive sign—it indicates you enjoy your work. But how many of the following statements resonate with you? (HINT: I bet at least one does!)
- I’m overwhelmed with client calls and stretched too thin; I require more customer service assistance.
- I lack sufficient time to focus on acquiring new business—I’m busy handling all my own quoting and renewals.
- My existing clients aren’t receiving the attention they deserve because I’m too occupied trying to expand my business.
- I brought on an account manager, but they lack specialization in my area, so I’m still dedicating too much time to client service.
Given that there’s only so much a single producer can achieve in a day—yes, even those of you with superhero capabilities—without the right support, you will eventually reach a plateau.
Once you hit that point, it becomes challenging to maintain your current efforts while also growing your book of business to $1M and beyond. That’s when it’s essential to shift your focus toward future growth rather than settling for today’s “good enough.”
Four essential qualities your employer needs to overcome the $1M book plateau
If you relate to any of the above challenges in your daily client interactions, it’s likely that remaining where you could be more detrimental in the long run than the short-term “pain” of starting anew.
Here are four traits to seek in a firm that will support your growth and that of your book of business:
- Sufficient access: Look for a company known for assisting the type of clients you wish to serve—and that has the corresponding level of carrier relationships to support it. For instance, a firm with connections to high-net-worth insurers and strong ties in the diminishing coastal property market can elevate you and your book of business by providing your clients with the best coverage for their assets.
- Growth-oriented culture: You want to partner with an employer that prioritizes your and your clients’ best interests and has leaders committed to your success. Consider the next five to ten years, are there growth opportunities on the horizon?
- Client support: You can only accomplish so much on your own. A company with a dedicated team to manage quoting, remarketing, and proposals will facilitate your ability to grow your book of business while ensuring your clients remain satisfied. Do specialized risk consultants accompany you on sales calls? If not, and you’ve requested additional support without any changes, it may be time to consider a move.
- Entrepreneurial principles: Take note of the compensation structure. The majority of your earnings should go directly into your pocket, rather than being funneled solely into stock or equity for a future buyout, leaving you with golden handcuffs. What percentage of new business commission do you take home? It should be a substantial amount.
How can you tell when it’s time to make a move?
If you can’t envision a future where you’re fairly compensated for the value you provide, treated as a priority, supported with the necessary resources to grow your book of business, empowered to earn more, and presented with growth opportunities, then it’s time to consider other options.
Marsh McLennan Agency’s Private Client Service division offers unmatched global resources delivered through local teams. This unique approach has proven effective. In 2025 and beyond, we will continue to expand our team of private clients and commercial insurance producers. Could you be a match? If so, now is the moment to embrace short-term discomfort for long-term rewards.
