|
The disparity between average producers and top producers continues to widen. The reason is simple: top producers hold themselves to a higher standard than anyone else does. They measure what matters, they focus on what works, and they remain accountable to themselves long after they’ve exceeded the company’s expectations.
A top producer recently shared several insights that highlight this mindset shift:
-
Daily call counts matter, but meaningful conversations matter more. Top producers track how many great conversations they have with actual decision‑makers each day, not just how many dials they make.
-
A large database is nice, but recent engagement is what counts. What matters is how many prospects have been contacted in the last 60 days, and how many vendors and end‑users have funded a transaction in the last 90–120 days.
-
Applications measure effort. Funding ratios measure talent. The percentage of applications that actually fund reflects how well an originator aligns their sales efforts with their real funding capabilities. As Larry S. said:
“Any originator can find a deal. It takes real talent to
attract, win, approve, and fund a transaction that will pay
promptly for the full term.”
-
A strong month is encouraging, but consistent production is the real benchmark. Sustained performance over quarters and years is the by‑product of disciplined short‑term actions combined with long‑term preparation.
This top producer also shared that his success in exceeding company targets comes from maintaining his own metrics, not relying solely on corporate goals. He views the company’s objectives as minimum expectations. His personal goals are at least 50% higher, and he holds himself 100% accountable for achieving them.
Average producers meet expectations.
Top producers redefine them.
| 
