16 Jun New Producers: Don’t Hire Them Just Because They are Likable…
“My theory is simple. I have to do whatever I have to do to get to the truth. And what I’ve found out is this. One person can’t play both roles: You need a good cop to recruit them and you need a bad cop to assess them.” – Randy Schwantz
Too often producers get hired because they are likable. It’s a fantastic trait, but it’s not enough. In fact, it’s not near enough.
There are a lot of likable people you’d want to hire because you like them. But, they can’t deal with the rejection that the insurance business is loaded with. As a result, they won’t get in front of enough people to use that charm and likability to sell.
They will fail or succeed marginally.
That could easily make you feel guilty, and cause you to incur another expense to support them with telemarketing or direct mail… something to help them out.
Don’t get caught in that trap unless you are running a charity.
Find out up front… if they have the drive and ambition to fight through the rejection and set appointments.
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