Great Producers

Great Producers, like great athletes, don't happen by accident. They are known to be extremely disciplined and focused on the behaviors that will produce the greatest results. Their application of specific practices, their determination and their focus is what propels them from being average to being exceptional. Are you ready to find out what it takes to be a great producer? Here are 11 things that all Great Producers have in common:

1. Great Producers don't discover customers: they create them.

Just as there are good producers and bad producers, there are good customers and bad customers. The best producers have defined the traits and patterns of good customers and seek to work with those customers alone. They focus time on activities that will generate additional income. Bad customers create problems and waste valuable time for everyone in the organization. If you have never done so, sit down and list 7 answers for the following statement: MY IDEAL CLIENT IS:

2. Great Producers fish in stocked ponds not open oceans.

As great anglers study to find the best fishing holes and are constantly finding the best equipment or resources to catch a prize winning fish, Great Producers decide what they want, educate themselves on the industries and relationships they choose to work, and utilize the best tools to accomplish their goals. Great producers pursue excellence in their knowledge of a defined field and are able to provide the best information and service to their customer base.

3. Great Producers conduct a formal customer needs assessment prior to making product recommendations.

Too often we see that producers focus on what will make them the most money and not necessarily what is best for the customer. Chasing the money alone is a short sighted approach that will harm your book of business in a very short period of time. Great performers ask questions and listen intently to determine the personality, wants and needs of the buyer versus making self focused, "cookie cutter" recommendations.

4. Great Producers educate rather than "sell"-they provide their customers with enough information to make informed decisions.

A Great Producer has to speak on a level that the customer can understand. No one likes to be "sold" but all of us enjoy buying things and building relationship with people we like and feel comfortable with. Great Producers find out what motivates their buyer and presents information in a way the buyer can understand. After conducting a needs assessment, great performers seek to align their program or services with that of the buyer. If it does not appear to be a good fit, they respectfully decline to pursue things until a better time for both parties. Article sponsored by Great producer Edward Bass