Your Best Source For New Recruits
Is Closer Than You Think
One of the biggest challenges in this business is finding and developing new recruits. Where do you look for these potential producers? To find the best source for new associates to your organization, look no further than the office next door. Existing associates in our office are excited about recruiting new people to join the ranks of their agency.
But why should an agent be concerned about anything other than his or her own book of business? Among the many reasons is people who are part of a growing successful agency are more successful in their own practice. Here are some other key reasons agents lend a hand in the recruiting process.
1. Long-Term Viability of the Organization.
In a career agency distribution system, associates understand they are a big part of an overall teama team that must continue to grow. There are great rewards for those individuals who are part of a successful team and not just monetary rewards. Greater services are made available as well as better marketing programs to help associates get in front of more prospects. Associates understand that if the entity is not growing, it cannot sustain itself long term. Therefore, it is important to build an agency culture that motivates people to help you grow.
2. Having a Voice.
As a general rule, people want to have a say in who becomes part of their “team.” This holds true in most businesses, and an insurance agency is no exception. If youve succeeded in building a culture that motivates associates to grow the organization, they will want to bring their friends and prior associates with them. Describe to your associates the type of person you are looking foruse nonproduction termsand pretty soon youll have a list of pre-qualified candidates that have the characteristics youre looking for.
There are many incentive programs that exist to reward associates to recruit, but unless they truly believe in the organization they still wont do it. Focus on the true benefits of bringing someone on board, watching them grow and being involved with their successes. Often, experienced associates who recruit new potential producers will help in the orientation processincluding conducting joint sales calls with them.
So, as weve seen, there are a lot of benefits to the associate who refers good people to his or her organization. Furthermore, the benefits to the organization are obviousreceiving qualified recruiting leads from people you already have invited to be a part of your culture results in more successful agents and better retention.