Recruiting
Insurance Agents.
Insurance
Recruiting -104
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Recruiting insurance agents is a skill learned over time. It is not
about just hiring anyone, it is more about qualifying the right people
that have the best chances of success. If you have not read our Main Insurance Recruiters page, I
would recommend you do that first.
In Our last article: " Recruiting 103
" we talked about the
kind of people we should be looking for to hire. Now we want to discuss
some ideas on where we can locate people to join us in
the insurance business. This is a a short list. There are many other methods and ways to generate possible recruits.
| Now available - A complete *Insurance Recruiting and Agency Building manual, click here to learn more |
Some of these
recruiting resources are so obvious, that they are usually over
looked. Here are just a few of the most obvious, so lets start.
- People
we interview - for first time and new agency builders
First off, and many
times totally overlooked when recruiting insurance agents,
is
the people we are
actually interviewing and trying to sell insurance to. Right off the bat, this should give you
about
480 possible recruits to look at if you are running 10 interviews a
week. When was the last time you suggested to someone that you just interviewed that you are
looking to add some people do your agency, and would they know of anyone.
When I asked that question, many times the client or prospect would say
"How about me"
| Learn More about our new On-Line Mentor Training program to help insurance agents sell and agency managers build. |
Target
markets
This is where you identify a specific
market to
recruit to.
As an example someone that is in the teaching
profession,
someone who just retired from the military, etc. The reason you would
want to recruit
target market candidates increases the chances that new agents success.
Why? First of and foremost is that they have a common bond. Secondly,
they will
have a continuous flow of names, and they are familiar with all the
financial problems that someone faces in the same field that they came
from.
- Your existing agent interviews
Another
area for recruiting Insurance agents that I found useful when I
was building my agency was having my agent help the team. To accomplish
this, I had each
one of my
agents fill
out a weekly report, and
on this weekly report, at the bottom of the sheet was a place that
asked for "who
should I talk to this week about our business?"
We
encouraged each agent to provide one name of at
least one person they
ran into during the week either through an interview or otherwise, that
they
felt I should talk to about an insurance career.
As we grew, and during the height of our recruiting years, it
took
me and another key manager over 8 hours a day, five days a week to
just keep up with all the recruiting
interviews and follow-ups. The key to this success formula is disclosed
in our learning center training programs.
Another one of the most
overlooked for recruiting Insurance agents
are your existing
clients or policyholders that have policies and were written
through your agency.
They are the people that are already sold on your company and
your products. And most importantly, they are believers in
life
insurance products, which is probably one of the most important
ingredients when you are hiring an agent. If they are not a true
believer in life insurance, they will not be able to sell the product
with a passion.
We are in the process of developing an on line mentor training programs for building and developing a
successful agency and this will
be made available on a limited basis. This will require detailed planning, a
long term commitment as well as an organizational plan. Sign up for more information if you did not complete above survey form.
Please
tell us what was the one most important thing you took away from this
article-click here
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AGENCY
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An insurance
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provides you with everything you need to recruit, build or
improve your existing agency.
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