When you hire the right new producer, oh does it feel good. That newbie comes strolling in with that look on his face, arms crossed, standing in that pose … and you know without even asking him, he closed the deal. The grin gave it away,...
All new producers come with some baggage. And this baggage comes in all shapes and sizes. Some of them maybe too old and have lost their drive, others too young; they don’t have enough experience, are not technically strong and have never been trained to...
How do you find good producers? This is the wrong question to be asking as an agency owner. Instead they should be asking” “How do I find a really talented person?” Until agency owners and managers change the notion of finding a great producer, they won’t see...
I want to think of myself as a great father. If I’m not, I would never know until some kind friend pointed it out. It’s at that point I would get to tell him he’s wrong or accept his critique. If I accept it, then...
SMART GoalSetting SpecificMeasuredAgreed UponRealisticTime-basedThe ability to create specific goals based on a producer’s real financial needs is now available. It's like having a financial planner on staff to help reverse engineer a producer’s income needs. When you do this and break it down to day-to-day...
The top 20% of your Producers are great sales people. They consistently produce and carry the agency year in and year out. Then there is the bottom 20% of producers. Excluding the newbies, the rest are misclassified. They aren’t REAL Producers because they lack the drive...
Many business owners have great confidence in their own abilities because of what they have achieved, however that does not equal smart hiring. Small businesses can be further hampered by the lack of an in-house HR professional. Even following all about the current hiring practices...
Almost everyone is talking about it like it’s a new trend in the insurance business: “we have to hire new producers.” The problem started back in 2007 when the near depression hit the United States. The bottom fell out of the real estate market, the stock...
Randy Schwantz of The Wedge Group talks about how a recruiter needs to collect evidence on a producer before hiring. How do you know if the person you are recruiting can prospect, sell and retain? Don’t ever hire on a hunch or feeling - collect...
Randy Schwantz of The Wedge Group talks about how to build an agency where top producers want to work for you and ask to be recruited. Randy lays out the three questions that every recruiter needs to answer when recruiting top producers. Watch the video...
Randy Schwantz of The Wedge Group discusses the six characteristics that all real producers possess: Drive, Handles Rejection, Resilient, Sociable, Intelligent, and Learns from Mistakes. How do you spot these characteristics in a person when you are hiring new producers? Watch this video for some...
What is the best personality profile for Hiring a New Producer? There are a lot of personality profiles and frankly, they use similar science to make their recommendations. However, these two critical factors differentiate them. Was the profile developed to hire sales people or the population...