Sales agents and advisors have a life cycle, similar to that of the life cycle of a franchisee. There’s a beginning stage, an intermediate stage, and the final result stage. Most agents and advisors behave in a similar fashion during the first two stages, but their behavior can differ dramatically in the final result stage. [...]
Three Common Recruiting Mistakes to Avoid
September 24, 2009 By Leave a Comment
At a time when so many people are looking for opportunities, one would think that it should be relatively easy to find great sales agents. But it’s not as easy as it seems. In fact, there are three mistakes many of us are prone to make in selecting new agents which can cause a cascade [...]
How to Attract and Retain the Right People
August 25, 2009 By Leave a Comment
If you’re one of the many executives struggling with finding and keeping the right people to propel your business forward, you’ll find these insights helpful. If you’re frustrated by trying to motivate people, work instead to develop a company where people are self-motivated – where they do things because they want to. When we’re inspired, [...]
Stop Interviewing Potential Agents!
March 12, 2009 By Leave a Comment
There’s no question that an important key to business success is building a productive team of agents or advisors. This, in fact, is a three-step process. The first step is to find good candidates to begin with, the second step is to properly select the candidates who are most likely to succeed, and the third [...]
How to Retain Agents in a Tough Economy
December 1, 2008 By Leave a Comment
Finding good agents is always a challenge. It’s time-consuming and usually requires some financial investment as well. So it just makes sense – after going through all the effort to bring them on board – to invest a bit more time and money to retain them. Many organizations approach this task from the wrong perspective. [...]
The 4 Myths about Internet Recruiting
May 2, 2008 By Leave a Comment
There’s as much demand as ever for insurance and financial services. In a tough economy, people especially need their assets protected and they need sound professional advice for minimizing erosion of their investments. So it’s no surprise that the need for more, highly-productive agents and advisors is on the rise. There seems to be a [...]
Motivating Agents: Why it doesn’t work
January 20, 2008 By Leave a Comment
A topic that I’m often asked about is how to motivate agents. Executives are always looking for ways to improve the attitude and performance of their agents. Clients will tell me about how they’ve met and worked with each of their agents to get them to improve their performance but can’t seem to make a [...]
Recruit Owners, Not Employees
July 13, 2007 By Leave a Comment
The three top issues that I seem to work with my executive clients on are Effective Recruiting, Maximizing Agent Production, and Time Management. Today I’d like to share some thoughts on how to better identify candidates that are more likely to succeed in our business. Have you ever brought someone on as an agent, only [...]
Internet Recruiting is Dead!
June 9, 2007 By Leave a Comment
Internet recruiting is dead. Or at least it should be put to sleep. Recruiting independent agents and financial advisors on the internet is basically good for one thing – appeasing corporate offices. It produces lots of activity – which corporate loves to see. But let’s face it, while it does produce lots of activity, it’s [...]
Time or Money?
December 20, 2006 By Leave a Comment
Unless you’re one of the few people who have all the business they need, then you’re always working on bringing in new business. And in order to bring in new business, it almost always requires an investment. Most of us, when we think of investing, think of investing money. The truth is that we have [...]
