Whether you are actively seeking new agents or not, someday an engaging and talented young person may be sitting before you looking for an opportunity. Whether your agency is ready or not, here’s a really solid way to approach the conversation.
Every recruit has five major questions. Answer them with clarity and you will stand heads-and-shoulders above the rest of the businesses their likely to meet with.
- What will I be selling? Tell them the products and solutions you offer clients. List them and briefly describe each one. Don’t assume they know.
- To whom will I be selling? Who will their likely market be? Friends and family, your client base, purchased leads? Be very specific and avoid surprises later after you’ve invested time and money in the relationship.
- How will I sell? Door-to-door, on the phone, consultative, transactional? Again, be specific.
- How will I be trained? Don’t assume that they know what they’re doing because your process and your products are different.
- How much will I make? Notice I didn’t say “How much can I make?” The biggest lie they will hear from your competitors is “unlimited income potential.” Somebody with guts, after hearing that, should ask “Is your income unlimited?”
When talking with a new agent, I literally say to them, “Most people want to know the answers to five basic questions when they’re considering new opportunities, and these are the questions…”
When we meet people head-on and treat them respectfully, while valuing their time, the inevitable outcome is one of mutual trust. This basic framework is enough to attract great talent, but it also requires you to be really clear about your business and your opportunity.
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Adam Cufr is a founding principal of Fourth Dimension Financial Group, LLC. He is the creator of the web-based coaching program The Life Insurance Blueprint, a prolific blogger, and an expert author on Ezine Articles. For more information, go to http://adamcufr.com/blog.