The review at mid-year is the most important. It is based in reality. These numbers illustrate the results of the work you or your agents were willing to do.

As you meet with your agents to review their production vs. goals – what are you learning?

As you meet with your managers to review their production vs. goals – what are you learning?

Pay attention.

We are all so relieved that Spring gave us more activity in our respective markets that we may miss the message that is inherent in these reviews.

Consider the increase in your market activity – as a percentage. If the increases in business for an agent and as a company are the same – then you’ve got issues. When the market drops so will your production. The goal is to outperform the market – what will have to change in order for that to happen?

Make a master list of strengths and weaknesses. Recognize strengths and address weaknesses – most can be fixed in your training and coaching programs.

What are your 2014 Mid Year Reviews telling you about the course correction that will be necessary for last months of this year?