While the concept of NetWeaving continues to prove itself as a sales and marketing tool, the opportunity exists to use these same methods to help re-energize your recruiting efforts.
First a quick review. As much as wed like to think of ourselves as highly altruistic, with human nature what it is, most of us will look out for our own interests first. NetWeaving is a “golden rule” form of networking that is based upon the idea of helping other people and yet doing so with “enlightened” self-interest in mind. Its learning how to listen with a second set of ears and to be attuned to the needs, problems, and opportunities of others, rather than just our own.
The two skill sets of NetWeaving are first, learning how to be a connector with other people. Its connecting with another persons needs, problems and opportunities in mind. Secondly, in order to be a successful NetWeaver, you must learn how to become a gratuitous resource provider for others. This is done by connecting a person with someone who has the resources to satisfy that persons needs, problems and opportunities.
Many times, you may position yourself as the resource provider, but often you will be introducing someone from your Trusted Resource Network. This network is essentially a group of people whom youve developed relationships with in a variety of different industries, professions and fields.
NetWeaving allows agents, brokers, and planners to make bigger sales by building new and deeper healthy human relationships. People want to do business with someone who is perceived as a great NetWeaver.
These techniques, while proven successful in sales, can work just as well in a recruiting context.
But first, we must take a closer look at the professionals that make up the insurance industry and how they came to be. Years ago in the 1960s, there were a lot of people attracted to the life insurance business under the theme of “serving mankind, while also being able to make a good living,” or maybe the converse “making a good living, while also being able to serve mankind.”