Entitlement is a phenomenon that is becoming increasingly common in American society. Entitlement is rearing its head in the insurance agency world. Agency owners and managers are finding that they must be careful what they give employees. That gift could quickly turn into something to which employees feel entitled. Agency owners must be careful not to create an entitlement culture among employees. This can be frustrating, because many agency owners want to do nice things for their people. Producers/owners are not entitled to benefit from growth in the agency's value unless they are contributing to the agency's growth. Each producer/ owner has a responsibility to contribute to the growth of the business. The Sitkins Group has identified three different methods that can be used to successfully reduce entitlement in an agency. These are: 1. conversation, 2. clear performance objectives tied to pay, and, 3. communication.
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