“The grass is not, in fact, always greener on the other side ofthe fence. No, not at all. Fences have nothing to do with it. Thegrass is greenest where it is watered. When crossing over fences,carry water with you and tend the grass wherever you may be.” Robert Fulghum

The advice above is especially applicable to insuranceproducers. In my 15 years as an agency owner, I've seen manyexamples of what happens when producers decide to jump ship.

Here are three case studies. You can decide where the grass wasgreener.

Case Study No. 1: Dave

Around 1998, we were looking to build our employee benefitsdivision and though a conversation I heard that a local agent washaving some issues at his current agency. I did not know theagent, but had heard good things about “Dave.” I called Dave andasked him to lunch. We met and I told him our vision of asuccessful company. We had a good conversation and a few dayslater, Dave decided to join our team. Dave was a great salesperson, but didn't seem able to manage his money. After 3years and a great run, Dave left and purchased his book ofbusiness.

He started his own agency and for 10 years had a niceexistence. Dave became a friendly competitor, and ran a goodbusiness. Recently Dave sold his agency to a local bank and isnow forced to attend meeting after meeting, no longer in charge ofhis destiny. As good as Dave was at sales, he struggled to manage acompany. If Dave had stayed on board with us, by nowhe would have had a large book of business and be in aposition of self-management and substantial income.

Case Study No. 2: Joe

In 2002, another young man joined our firm. “Joe” joined usfrom a bank, had a history with me and my personal lines manager,and seemed like a great fit. For 5 years, Joe workedhard, built a solid book of business and became a key member of ourperpetration team. After 5 years, Joe was given a sweetheartdeal from another local agency (sound familiar?) and decided tojoin their company.

At the time I was frustrated, angry and confused. Why didJoe leave us? We were obviously the best agency in thearea (in my mind). I spent the next 5 years angry withJoe, watching as he worked hard for the other company, doing quitewell and becoming our fiercest competitor. Joe became a greatagent–working for the competition.

One day I decided that I was no longer angry with Joe and we metfor coffee. Joe and I quickly became confidants once again and soonI learned that he was getting ready to leave his currentemployer and start his own agency.

Joe now owns The Joe Group and is going to be verysuccessful. He is working hard to build his book, just hiredhis first producer, and at age 43, will have a very successfulcompany in the coming years. I'm proud of Joe, but oftenwonder what would have happened if he had stayed with us. Morethan likely, he would have a very successful book of businessand be in a self-management role. But now, Joe is working veryhard at a time in his life when the rest of us are starting toenjoy the fruits of our labor.

I don't blame Dave or Joe for their decisions. As an agencyowner myself, I applaud anyone's entrepreneurialspirit. But my point to both of my friends is that at theirage, they're having to work very hard to build their agenciesas start-ups while our company is very profitable rightnow. This might sound like sour grapes, but in fact it's theopposite. I learned many great lessons from my former producers,and our agency couldn't be what it is today without theircontributions.

Case Study No. 3: Bob

Finally, there was “Bob.” Bob joined me in 1996, shortlyafter I began purchasing my father's insurance agency, for a salaryof $19,000 a year, focusing on personal lines and smallcommercial. He was on a draw because I didn't have any money.As Bob sold business, we gave him credit and I was able to recoupmy $19K.

Today, Bob makes a nice six-figure income. He's become apillar in our community, has two great kids, and recently spent thesummer traveling with his family in his new RV. Bob has anamazing retirement program and will retire from our company in thecoming years.

The point of all of this is to the young insurance producer: thegrass is not always greener. If you stay put, water your grassand look long term, you just might find out the path you are on isnot that bad. There are always other seemingly better dealsout there, but Bob will tell you, his loyalty paid off and hisgrass has never been greener.