How To Do a Better Job of Finding, Hiring and Developing Producers That Really Produce

14 Oct How To Do a Better Job of Finding, Hiring and Developing Producers That Really Produce

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 all the talented people around them who want to be a great producer.

You have reduced your pool of candidates in a remarkable way when your first criteria are:

• “Someone that understands the technical aspects of insurance.”
• “They should have a book of business.”
• “And they don’t have a non-compete contract.”

What this says about you as an agency owner:

1. You are looking for someone technically strong, so you don’t have to do any training.
2. You are looking for someone with a book of business, so there is no financial risk.
3. You want someone without a non-compete contract, so you don’t have to buy the book. (This is a good
   investment strategy)
4. You are looking for a great sales person, who fits into your culture, has no baggage, and has the ability to keep growing the book. (It’s a marriage made in heaven.)

It’s very compelling; instant free money with very little obligation. It’s what made the credit card industry so pervasive. You want it now and you want it easy.

Think about this…

Why would someone who is successful ever want to leave a good thing and come work for you?
What could you offer to entice them to leave their current situation and take that kind of risk?

Three things:

1. Higher commission rate (more money).
2. Agency ownership (more money).
3. A better sales culture with better services, so they can make a lot more money and grow to the next level.

I recommend you change your criteria. 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. If you follow my advice, your hiring process will wash out those that can’t make it: You’ll hire the good ones, and pass on all the others.

There is a step-by-step path to follow in order to find and hire new producers. It is not extraordinarily difficult, once you learn the formula; however, it takes time and effort.

Are you up for the challenge?

If so, we have a webinar coming up November 10th 8am PST-11am EST on the hiring process. If you are an agency owner, you don’t want to miss this.