The Agency Best for You : Hunters vs Harvesters

If you've worked in a few Agencys as a producer, odds are you’ve already run into these two model types

Agency Type A: High commission splits. Big upside. No leads.

Agency Type B: Lower commission splits. Leads provided. 

Both models work.

Both models allow for successful careers.

But here’s the part too many producers don’t get—you are probably only cut out for one of them.

So if you’re bouncing from agency to agency trying to find your “fit,” or you’re frustrated because things just aren’t clicking, there’s a strong chance it’s not your hustle—it’s your alignment.

Lets figure out where you are best aligned.

Model 1: The High-Commission, No-Leads Agency

This model is all about entrepreneurial sales energy.
You’re paid handsomely—sometimes 70%, 80%, even 100% of the initial commission… but there’s a catch: you eat what you kill.

No leads. No handouts. No marketing department spoon-feeding you opportunities. You build your book from scratch. You hunt daily.

Who Thrives in This Model?

Let’s not romanticize this—it’s not for everyone. But if you’re one of these people, this is where you dominate.

The Independent Thinker

You hate being micromanaged. You want freedom. You want to run your day, build your pipeline your way, and operate like a business within a business. You don’t need someone over your shoulder telling you when to dial.

This model gives you space—but only the self-motivated survive.

The Natural Hunter

You like prospecting. You get a weird thrill out of chasing. You don’t dread cold calls—you see them as a challenge. You walk into a networking event and walk out with 3 new contacts. You find ways to stir up referrals even when no one asked you to.

You’re not waiting for opportunity—you create it.

The Hustler with Grit

You know the first few months might be rough. You know you’ll eat dirt before you eat steak. But you also know what’s on the other side of that grind—residual income, autonomy, and real ownership of your book.

You’re the kind of person that would rather build something slow and real than make fast money doing something that doesn’t scale.

The Long-Game Thinker

You’re not just here for a job. You’re building a business. You care about brand. You show up on social. You create value. You’re as much a marketer and community builder as you are a closer.

In a high-commission/no-lead agency, that kind of mindset wins.

Who Struggles Here?

Let’s be honest about the landmines.

If you need structure and a to-do list, you’ll spin your wheels.

If you struggle to self-motivate, you’ll flounder.

If you’re uncomfortable asking for business, following up, or prospecting, you’ll fall behind fast.

If you expect a manager to feed you instead of lead you, you’re going to be disappointed.

High commission is great—if you can survive the desert before you reach the oasis.

Model 2: The Lead-Provided, Lower-Commission Agency

This is the volume model. You may be making 30–50% commission, sometimes less... and you probably are not getting much if any residual commissions... but the phone rings. The leads come in. Your job is to convert.

The marketing is handled. The brand is established. The funnel is built. You step into a system and execute.

Who Thrives in This Model?

It’s not a charity model. It still requires hustle. But the skillset—and the mindset—is very different.

The Process-Driven Producer

You love structure. You love rhythm. You want your day built around follow-ups, pipeline movement, quotes, and binding. You don’t want to worry about Facebook ads or building a brand. You just want to sell.

You show up, clock in, and crush.

The Closer

You may not be the world’s greatest prospector—but hand you a warm lead, and it’s game over. You’re confident. You’re smooth. You know how to position coverage and overcome objections. You win business in the room, not by chasing it.

You don’t need to dig the well—you just need a cup.

The Connector

You do well when someone’s already expressed interest. You’re not the one generating the lead—but you’re phenomenal at nurturing it. Your follow-up game is strong. You know how to build trust quickly and guide people toward the close.

You’re not hunting—but you’re catching every fish that jumps in the boat.

The Short-Term Thinker 

You might not want to build an empire. You might just want a stable paycheck, a predictable system, and a clean way to earn good income without having to become a marketer or brand builder.

In this model, you don’t have to reinvent the wheel. You just have to drive with it.

Who Struggles Here?

Even a lead-provided office isn’t foolproof.

If you need control or want to run things your way, you’ll feel boxed in.

If you want residual ownership or to build your own brand, this model may not give you that path.

If the office is providing you 5+ leads a day and you’re only 0-1 a day? You’ll stand out—and not in a good way.

You may eventually hit a ceiling—there’s only so much margin in the model to share.

This is a great home for producers who want speed and support… but may not offer long-term equity or independence.

Two Different Ladders—Same Top Rung

Look, both of these models can lead to big income opportunities if you know how to work that Agencys system

But what gets you there is wildly different.

One requires grit, creativity, and ownership.
The other requires discipline, consistency, and coachability.

Neither is better. But one is probably better for you.

If you’ve bounced from job to job…

If you’ve been frustrated because “the leads suck” or “there’s no support” or “I don’t know what to do”...

Odds are, you’re in the wrong model.

Ask Yourself These Questions to Find Your Fit

Do I enjoy generating my own opportunities, or do I prefer handling incoming ones?

Am I energized by building a personal brand and being visible—or would I rather keep my head down and focus on sales?

Can I manage my day, my pipeline, and my activity without being told what to do?

Do I want to own my book someday—or am I happy working within a team framework?

Am I more motivated by freedom or support?

Can I handle a slow start with big long-term upside—or do I need quick wins to stay engaged?

Would I rather be responsible for everything… or for just selling?

Be honest with your answers. This is about designing a career that fits you.

Don’t Force It

The biggest mistake producers make is trying to thrive in an environment that doesn’t align with who they are.

If you’re a hunter stuck in a lead-fed cage, you’ll get soft—and frustrated.

If you’re a harvester tossed into the wild without a plan, you’ll burn out.

But when you’re in the right environment for your style? You stop second-guessing yourself. You stop wondering if it’s the job or you. You get clarity. You get momentum. And that’s when your income, your confidence, and your career start stacking wins.

Find your lane. Lean in hard. And get paid accordingly.

You will find yourself happiest and earning potential maxmimized when you find the proper alignment.