https://neeljym.com/mga-producer-hiring-problem/
Why is it so hard for MGAs to hire producers right now? Because most firms are trying to hire experienced talent instead of building it
If you’re trying to grow an MGA, you’ve probably had the same conversation more than once. You need more producers, you want better distribution, and you’re trying to find people who can go win business.
Most people land on the same conclusion. There just aren’t enough good producers out there.
That’s not really what’s happening.
What’s happening is that most MGAs don’t have a clear way to take someone with potential and turn them into a producer. Every growth plan ends up depending on finding someone who already knows how to do the job.
The Way Most MGAs Hire
Most MGAs are built to move quickly. You’re focused on underwriting, niche programs, and getting product into the market.
When you hire, you’re usually looking for someone who can step in and contribute right away. Someone with relationships, someone who understands distribution, someone who can bring something with them.
That works when you can find that person. It doesn’t help you build your next group of producers. At the same time, the next generation is telling you exactly where the problem is.
44% of Gen Z say their biggest barrier to landing a role is not having the right network (LinkedIn Grad Guide)
Why People Don’t Find You
Ask someone a few years out of school what an MGA is, and most won’t give you a clear answer. If candidates don’t understand what you do, they’re not going to look for you. And if they do come across your firm, it’s not obvious how they would grow into a production role. On top of that, the number of true entry points is shrinking.
Entry-level hiring is down 6% year over year (LinkedIn data)
Fewer openings means fewer ways in. So even if you’re open to developing someone, the overall flow of new talent is getting tighter.
What This Looks Like in Real Searches
We were recently in conversations with an MGA that wanted to add a producer to support growth in a niche program. They seemed to be open to someone earlier in their career.
As we got into the details, the expectations shifted. They needed someone who could ramp quickly, build relationships fast, and contribute to revenue almost instantly.
At that point, it was clear they weren’t looking to develop someone. They were looking for an experienced hire.
They already had people internally who understood the product, knew the underwriting side, and had the right mindset to move into production. There just wasn’t a defined path or a real push to make that transition happen.
Here’s What Most MGAs Do Next
Every MGA is focused on growth. More programs, more broker relationships, more premium. But growth depends on distribution, and distribution depends on people who can build and manage those relationships. When there’s pressure to grow, the default move is to hire someone who already has that capability. It’s the safer decision in the moment.
The problem is that if every hire depends on experience, you’re limited by what already exists in the market. You’re not building anything.
The Network Problem Is Getting Worse
This is where it becomes more than just a hiring preference. It’s a structural issue.
53% of Gen Z say building new connections is their biggest networking challenge (Robert Half research)
You have an industry that hires through relationships, and a generation saying they struggle to access those relationships. That gap is growing.
Where This Leads
You don’t notice it right away. Things are still working. Then hiring starts taking longer and costing more.
21% of Gen Z have started a business or side hustle instead of waiting for traditional roles (LinkedIn data)
That’s talent opting out of the system entirely. Over time, you rely more on lateral hires, competition increases, compensation goes up, and you look around and realize you don’t have anyone ready..
At some point, your ability to grow depends on whether you can pull someone from somewhere else.
What the Better MGAs Are Doing
The MGAs that
read complete article at https://neeljym.com/mga-producer-hiring-problem/