Try these leader-tested ideas to find the best new advisors.
Recruiting new talent is a cornerstone of agency growth. But hiring new advisors who aren’t the right fit means you’ll end up on an endless cycle of interviewing, hiring and training. Three agency leaders shared their strategies for recruiting that have contributed to easier onboarding and longer retention.
“When looking for new team members, first we’ll look for clients, because they already realize the value of insurance and they are already buyers of insurance. My thinking is, for people who don’t buy insurance for themselves, it’s very difficult for them to recommend it to others. Clients, however, already realize the features, functions and value of insurance.”
—Vincent Tzu-Pin Chao, Hong Kong, China
Hire people with personal connections to your team
“I realized that in my team now, the ones who stay and perform well are those who were referred to me or are friends with my existing agents. They are not cold calls. They are not products of social media. They are somehow connected to my agents.”
—Antonina Solomon, Manila, Philippines
Quality, not quantity
“If you pile 10 people into your shed, but now need to spend time holding their hands, that’s a huge demand on your time. The few people who I would select to go forward would be the ones who would be the least demanding on my time, because they are self-driven, self-motivated, self-managing., I just need to coach them. I can say, ‘Instead of doing it that way, try it like this and you’ll get better results.’ They would listen, because that’s who they are.”
—Gregg Anthon Mannette, LUTCF, FSCP, Arima, Trinidad and Tobago
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