29 Mar New Producers- Drive To Be The Best
If you've seen any of the documentaries on Herschel Walker, you already know that as a kid he was shy, overweight, slow and bullied. One day on the playground, a group of kids decided he was the target for the day. They knocked his books out of his hands, pushed him to the ground, kicked him, called him names… they roughed him up. That was Herschel's ‘moment of reckoning', he had to figure out what he was going to be, a victim or a victor. The rest of the story is well documented history.
When you are interviewing new producers, look for that moment of reckoning. Did something flip their switch that made them want to be the victor? Another word for this is drive. If yes, find out what it is. If no, be very cautious in making this hire. The insurance industry is full of intelligent, nice, friendly, caring people that don't produce. They are apathetic. They have little or no drive. They just enjoy being along for the ride. They make great account managers, but mediocre producers.
You can't solve the problem after they are hired. The problem is solved by never making that hire.
I'll show you how in my book, Winning Strategies to Locate, Recruit, Hire, Train and Develop New Producers. Also check out iWin Agency Growth System.
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