Why leadership can’t wait until after you step back from clients
Many agency owners face a tension: they know they need to step into leadership, but revenue still depends on their personal production. The danger? Getting trapped in the “in between” — too busy to lead well, but too essential to step back. The solution isn’t waiting until you stop producing. It’s learning how to lead while you’re still in the game.
The Dual-Track Leadership Framework™
1.
Protect Leadership Time
Block weekly hours for strategy and team building. Even 10% of your week compounds into measurable change. Firms that protect leadership time grow 2x faster.
Take a moment to consider: How many hours last week were future-focused, not client-focused?
2.
Share Client Trust Early
Introduce team members in client meetings. Firms that transition trust retain 90%+ of relationships; those that don’t risk losing 1 in 5 clients.
3.
Lead by Framework, Not Memory
Playbooks, checklists, and scorecards make leadership scalable. Without them, leadership remains trapped in one person’s head.
4.
Delegate Revenue Activities
Assign onboarding or smaller accounts to associates. Firms that delegate 20% of production often increase total revenue by 10–15% because leaders redirect energy to growth.
5.
Separate Hats with Rhythms
Daily and weekly rhythms clarify when you’re acting as producer vs. leader, reducing role confusion for both you and your team.
6.
Communicate Vision Weekly
Production pays today’s bills, but vision fuels tomorrow’s growth. Regular communication keeps teams aligned even when you’re in client meetings.
7.
Measure Both Tracks
Use two scoreboards: revenue and leadership milestones. Dual tracking prevents leadership drift while ensuring financial stability.
Case-in-Point #1 (Negative)
One founder refused to reduce production, fearing revenue loss. Without leadership rhythms, growth flatlined, staff disengaged, and two key team members left — costing the firm over $1M in lost capacity.
Case-in-Point #2 (Positive)
Another owner intentionally transitioned 20% of accounts to an associate. Revenue held steady, the associate advisor generated new opportunities, and the founder freed 15 hours a week to create a three-year vision plan.
Take a moment to consider: Which accounts or responsibilities could you delegate today that would free capacity for leadership tomorrow?
The Real Shift
You don’t have to choose between production and leadership. By applying the Dual-Track Leadership Framework™, you build the next generation while still carrying today’s revenue. You stop being the bottleneck and become the bridge — the leader who protects growth today while preparing the firm for tomorrow.
The Invitation
If you’re leading a 5–10+ person financial advisory or insurance team and want to step into leadership while still producing, here are two ways I can help:
👉 Download The Legacy Succession Blueprint — a practical resource to help you design a clear transition while sustaining growth.
Just fill out the form below to receive the download in your inbox.
And if you’d like tailored support for balancing production with leadership, I invite you to book a complimentary strategic conversation. Together, we’ll explore how I can support you as a Fractional COO to strengthen your systems, empower your team, and ensure you lead with confidence while still driving revenue.