Ask your top producer for eighty percent of his or her business.  Why? It’s twenty percent of their business that drives eighty percent their revenue.  The remaining eighty percent of the business is likely receiving little attention or being outright ignored.

Negotiate terms such as commission-splitting or create a team/group selling environment.

This is also a great way for existing top producers to create more revenue from existing clients.

Dormant or low producing accounts suddenly receiving attention also creates an excellent opportunity for referrals.


“You never know until you ask.”
-J. William Everett