"You have to determine a producer’s drive and motivation before you hire them. I recommend a tool that has been used over a million times by managers who want to hire race horses, not plow horses. Race horses have a sense of urgency and they...
"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...
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 Schwantz (May 14th, 2015… Nashville, TN) Bob was a cool guy. Great golfer… friendly. He always...
Instead of "How do I find a good producer?" Agency principals should be asking: "How do I find a really talented person?" - Randy Schwantz Phil Jackson was a great coach winning 11 NBA championships. But he wasn’t great enough to win without talent and a lot...
"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 Is having Million Dollar Producers about ego or is it good business sense? That depends on...
"Before the first interview ever takes place, I highly recommend the candidate completes the GRIT Personality Inventory: GPI and CLAS." - Randy Schwantz The biggest difference between a Producer and an Account Executive is simply this: Account Executives are great at solving problems. Producers are great at finding...
"If producers are not resilient, you'll find them hiding under their desk, on the golf course, at the coffee shop at the sports bar or at home on the couch eating twinkies. That means they are not out prospecting and selling, which means they are...
"If producers are not resilient, you'll find them hiding under their desk, on the golf course, at the coffee shop at the sports bar or at home on the couch eating twinkies. That means they are not out prospecting and selling, which means they are...
Good Cop, Bad Cop in new producer hiring "My theory is simple. I have to do whatever I have to do to get to the truth. And what I've found is this: One person can't play both roles. You need a good cop to recruit them...
"High maintenance producers cost the organization much more than just their lost sales. The productivity of the agency owner and the other producers suffers significantly as well." - Randy Schwantz here are multiple websites that show people how to answer the questions on personality profiles to...
"You have to determine a producer’s drive and motivation before you hire them. I recommend a tool that has been used over a million times by managers who want to hire race horses, not plow horses. Race horses have a sense of urgency and they...
"Start looking for talented people who are NOT currently in the commercial insurance industry. Recruit them into your hiring process. Become masterful at hiring and developing new producers." - Randy Schwantz What’s the difference between can’t produce and won’t produce? Can’t produce simply means they don’t have...