Authors Dan and Chip Heath make the point that people often use restraints to keep them from doing unproductive or foolish things.The classic example is the purchase of a piggy bank for a child.Let’s suppose that a piggy bank can hold $25 in spare change. The purpose of the piggy bank is to prevent the child from spending the loose change until the $25 goal has been reached.The piggy bank is really a restraint system that restricts the child from giving in to short-term impulses.The same principle applies to adults who are having a hard time staying on track.In one study, college students were told they had to turn in three papers by the end of the semester and were given the option to assign earlier binding due dates for the work.Almost three-quarters of them jumped at the chance, thus saving themselves from a frantic Red Bull — and — Wikipedia bender in the last week.Do new agents get off track, waste time on useless activities, and let distractions steal away their success?Of course, they do.If you offer innovative and proven ways to restrain agents from poor behavior (ex. good coaching and accountability systems), highlight it during your recruiting presentation and don’t be apologetic about charging for it (directly or via your split).You should be making the case that a bunch of low-cost freedom sounds good on the front-end, but it turns most agents into failures.