"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...
"You need to eliminate 'Let’s give this guy a shot and see what happens' from your vocabulary.” - Randy Schwantz It takes courage to pick up the phone and dial it time after time while someone on the other end blows you off repeatedly. It takes courage...
"If you want to eliminate hiring mistakes, you need to work on getting better at assessing the ability of your candidates before you hire them. Remember, you want Million Dollar Producers.” - Randy SchwantzPuppy love is an intense but shallow attachment, which blinds one to...
"Instead of asking: "How do I find a good producer?" You should be asking: “How do I find a really talented person?" There is a real distinction between the two: Until you change that notion of finding a great producer, you won’t see all the...
"Find out before you hire them if they have what it takes to prospect, to persuade and sell, to close and retain the business leading them all the way to million dollar status and maybe a lot more...
My dad was a fighter pilot. He flew a P-47 Thunderbolt, one of the heaviest fighter planes ever built. The aircraft was equipped with eight 0.50-calibre machine guns, four per wing, which were an absolutely devastating combination. The Thunderbolt carried 10 five-inch rockets or a 2,500-pound...
"The Navy knows, that to ensure they have the RIGHT person for the job, they have to put their candidates through all kinds of mental and physical challenges. And so do you...
"Having a clear objective of what it requires to be a Million Dollar Producer will change the way your mind goes to work on the problem of finding, hiring and developing new producers.” - Randy Schwantz 5 producer hiring mistakes...
“If you accept that most hiring mistakes are very expensive, waste a lot of time and slow down the momentum of your agency growth cycle, you’ll want to find a better way to prevent them.” - Randy Schwantz There are 4 things a New Producer candidate...
The success rate in the insurance industry is less than 50%. The cost of a mistake is greater than $50,000. That simply means that if you are going to hire a new producer in the next few months, you have a greater than 50:50 chance of losing...
(Top Seven Problems You Really Want to Solve) Agency owners with an entrepreneurial spirit want to grow their agencies, but staff makes it difficult. Many have said, “It’s like herding cats.” Here’s a list of producer problems: Problem #1 – Producers are not motivated to go sell. Problem...
“No one really wants a new producer. What you really want is a person that can, and will develop a Million Dollars of Revenue, and do it profitably.” ~ Randy Schwantz The average family physician made $169,111 in 2016. The average lawyer made $80,655 in 2016. The average...