Training & Development as a Core Competency

Every agency owner eventually reaches the limit of their ability to add new business. To continue growing it becomes necessary to add producers. At Horton, we’ve confronted this head-on.

New production talent is an investment. Industry best practices suggest a new producer investment is in the range of 2% of revenue (higher if the success rate is low).

Would you invest 2% or more of your net worth in the stock market if you didn’t have confidence you would get a return? Many agencies make investments in producers without thinking through the support, training, and mentoring infrastructure that’s needed. Unfortunately, industry studies indicate that less than 25% of all new producer hires are successful. Without successful new producers, it is not possible to grow, meet the production demands of carriers, or create a viable succession plan.

Horton has determined that a Producer recruiting, training, and development program must be a core competency to achieve long-term independence. In addition to helping us attract new talent, our program will put them on a path to production in a faster time, and helps them to create the wealth needed to perpetuate the ownership of a firm.