What Is a Producer Scorecard?
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A producer scorecard is a short summary of how a producer is doing, on the same numbers for everyone.
What it is
Every producer gets the same fields, worked out the same way, on the same schedule. Differences then show up in the numbers, not in opinions: the quiet producer who writes steadily stops being invisible.
What belongs on one
Pick a few numbers that cover how much, how well and how steadily:
| Number | What it shows |
|---|---|
| Policies written | How much they write |
| Premium written | What that business is worth |
| Close rate | How well they sell: policies ÷ quotes |
| Quotes logged | How much selling they do |
| Goal pace | Whether they are on track for the year |
| Retention | Whether their customers stay |
| Commission earned | What they are making |
Keep it short enough to read at a glance. A scorecard with 20 numbers is a report.
A worked example
Example. A producer's scorecard for May reads: 24 policies, $28,000 premium, 60 quotes, a 40% close rate, and 95% of goal pace. Last month the close rate was 50% on 40 quotes. More quotes and a lower close rate is the line to talk about in this week's meeting.
How to use it
- Show each producer their own, every week.
- Talk about one or two numbers, the ones that moved, not all of them.
- Keep full cards private. A producer sees their own; a leaderboard can show the rest of the team's rank.
- Leave out numbers the producer cannot move, such as the office's total.
How Producify works it out
In Producify, a person's numbers live on the Team page: it lists everyone in your office side by side, and opens a full record for each person.
Click a person's row and the Performance tab shows policies, premium, households and issued rate, for all time or one year. Compare sets them beside the team average or another producer. See Read the Team page.
Frequently Asked Questions
Can I choose which numbers show for each person?
On the Team list in Producify, press Columns to tick more figures, such as Policies, Premium, Close rate and Goal pace. Reset brings back the five the table opens with, and your choice is saved to your login.
Can I pay bonuses on scorecard numbers, not only on premium?
An Activity Bonus in a Producify commission plan pays a dollar amount for the activities a person logs. The other bonus rules count policies or premium.
What if a producer pushes back on a number?
Look at what is behind it together. If it is wrong, fix the source; if it is right, the conversation is the point.
See your team side by side
Producify's Team page lists everyone in your office side by side, and opens a full record for each person.
See our page on sales and production tracking for insurance agencies.