Are You a Great Producer? Take This Quiz to Find Out

Like great athletes, great producers don’t happen by accident. They’re extremely disciplined, and they focus on behaviors that will produce optimal results.

Are you average, or are you exceptional? Take this short quiz to find out—simply choose the response that best applies to you, then refer to the answer key with the shape that corresponds with most of your answers:

1) How many “ideal” clients do you have?

⬛ I work with all clients. I don’t turn anyone down, and I don’t have a particular definition of an “ideal” client.
⚫ Many. I identify what traits and characteristics make someone an “ideal” client and only work with those individuals.
▲ About half my clients are ideal. The others can be difficult to work with, but I don’t want to lose their business, so I work with them anyway.

2) Where do you find your clients?

▲ I find them on prospect lists, either ones that are given to me or one I’ve personally developed over time.
⬛ I wait for clients to come to me. I give out my business card frequently, hoping they will contact me when they need my services.
⚫ I participate in industry-specific organizations and networking groups.

3) What’s the first thing you do with a new client?

⬛ I explain the cost of my services.
▲ I tell them about the services I offer, but I do not mention cost.
⚫ I ask about their specific needs and use this information to create a list of recommendations.

4) How do you educate your clients?

▲ I let them know how to contact me with their questions, or I follow up with them to see if they understand the information I’ve provided.
⚫ I customize the information based on what the buyer needs from a prior needs assessment, and confirm whether I can meet their needs. If not, I politely decline their business.
⬛ I send them to our website for resources, where I know they can find answers to their questions.

5) How do you provide your clients with value, integrity and trust?

▲ I make myself available at all times, via phone or email. If I’m out of the office, I prepare an automatic reply and provide the contact information of someone who can help them immediately.
⬛ I give them a list of other clients who have trusted me, including testimonials and references. They can call my references if they’re questioning my integrity.
⚫ I speak with my clients often—not just when I’m requesting something from them or trying to make a sale.

6) How often do you network?

⚫ I’m proactive about making and maintaining connections, and I’m happy to connect others who have needs or provide solutions. I always keep my social circles open.
⬛ I interact on social media often. I don’t have much time for in-person networking.
▲ I attend local networking events when I’m invited, but I never invite myself. Maybe I’ll host my own someday.

7) How do you communicate with your clients?

⬛ I contact them when it’s convenient, usually by phone or email at the same time of day.
▲ I wait for them to approach me with their questions or needs because I don’t want to bother them.
⚫ I ask relevant questions about their schedules and make sure they know when they can expect to hear from me.

8) How do you distinguish a valuable opportunity from one that’s a waste of time?

▲ I base it on my initial communication with the client.
⬛ I ask a colleague or supervisor for advice.
⚫ I have a series of qualifying questions I use and walk away if I need to.

9) How do you overcome adversity?

⬛ I grin and bear it. Life’s full of challenges—it’s not possible to avoid all adversity.
▲ I try not to think about the adversity itself, and I avoid the hard conversations surrounding it. I ask a colleague or mentor if I need assistance.
⚫ I use emotional intelligence to find solutions depending on the situation.

10) How strong is your vision?

▲ I sort of know what my vision is, but it changes often based on my surroundings. I have a five-year plan for myself.
⬛ I haven’t figured it out yet, but I have established my career goals. I tend to take things day by day.
⚫ I have a vision powerful enough to get me through the difficulty of change and adjust accordingly. As I learn more throughout my career, I stay focused on my goals.

Which shape did you choose most often? Check out the answer key to find out whether you’re a great producer:

⬛ Not quite there. Don’t panic! This result doesn’t mean you are a “bad producer”—just that there’s room for improvement.
▲ Almost! You also have room for improvement, but you also practice good habits—keep it up!
⚫ Right on, rock star! You are well on your way to being a highly successful producer. Keep applying helpful objectives to your life and career!

Brandie Hinen is CEO of Powerhouse Learning.