New Producer Hiring: Will They Prospect?

01 Sep New Producer Hiring: Will They Prospect?

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 had a smile on his face.  Young kid, about 4 years out of college.

Fred met Bob at a member guest tournament as they got paired  up together.

Almost instantly they became friends, riding around in the cart talking about golf.

As guys always do, Fred asked Bob: “What do you do for a living?”

“I'm in sales,” said Bob.

Immediately Fred thought:  “This guy would be a perfect fit for our business.”  They had a great time golfing that day.  As you might have guessed, Bob could hit the ball a country mile.  Fred was impressed with Bob's golf game.

So, he invited him for lunch a few weeks later.

Over lunch, they had a great conversation as they talked about business, selling, relationships and opportunity.  Fred was further impressed by Bob's demeanor, worldliness, knowledge and overall style.

Bob even offered to pick up the check for lunch.  “Oh no,” said Fred, this is on me.

On the drive back to the office, Fred decided he would make Bob an offer to come work at his agency as a producer.

Bob quickly accepted the job.

(I'll tell you the 3 biggest hiring mistakes Fred made… not now, but coming up soon).

ONE YEAR LATER

It's been 12 months and Fred has a frown on his face.  His new project Bob is not working out.

How could that be?  He's got the #1 most important characteristic, he's friendly, he's likable. In fact, he's become the office favorite amongst the ladies.

But, there's a problem… and it's turned out to be a big problem.

Bob doesn't like to prospect.  He's learned how to make a lot of excuses.

Fred's already invested about $93,000 total in this young man and doesn't know what to do.

What would you do?

If wasting money on a useless producer is one of your concerns… click here for the first part of the solution.