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37 November 2025 F E A T U R E S T O R Y November 2025 ยป The conversation isn't "hand things off because you're doing it wrong." It's "hand things off so you can do more of what you're great at." Your Referral Network Can't Be on Cruise Control R elationships with agents and referral partners are like any other relationship in that they need consistent attention. Additionally, what worked five years ago won't necessarily work today. Markets shift, needs evolve, and compet- itors emerge. The conversation in this scenario isn't about criticizing what exists; it's about future-proofing the business. It's also about staying visible, staying valu- able, and constantly widening the circle. Pipeline Management: Instinct Only Takes You So Far F or many LOs, running their pipeline off memory and gut feel might work. Until it doesn't. As volume grows, or markets tighten, those "mental systems" start breaking down. Structured pipe- line management doesn't have to mean a loss of the LO's freedom. Rather, it helps create reliability, allowing the LO to con- tinue scaling without losing control. How to Have These Conversations T he way you deliver tough feedback matters just as much as the content itself. Start from a place of genuine care. People can spot an agenda a mile away, and it always gets the conversation start- ed on the wrong foot. Next, tie feedback to outcomes they care about, such as growth, referrals, or client experience. Be specific. "Improve your commu- nication" means nothing. Instead, pro- vide real-world examples and suggest alternative approaches. These could include offering tools and resources beyond simple critique. Finally, it's imperative to respect your LO's independence. Without that, an originator is little more than an order-taker. The best managers opt to coach, rather than dictate. Play the Long Game C hange doesn't happen overnight, and it doesn't have to. These conver- sations aim to plant seeds that ulti- mately lead to self-driven improvement. Almost universally, the very best leaders and top producers want to excel. Our job is to help them see how they can up their game even more. Remember, avoiding hard conversa- tions does originators and LOs no favor. They're not likely to improve and get the best out of themselves without external insights. So have those conversations, but be sure to do so with intent, care, and clar- ity. In so doing, you're helping not only the LO but the entire organization. For many LOs, running their pipeline off memory and gut feel might work. Until it doesn't.