1.
CONTRACTING WORTHLESS AGENTS If you run an independent insurance marketing operation why would you want to waster time and money contracting agents that have never brokered business.
40% of the time and money of all recruiters nationwide is wasted on trying to turn agents into broker that do not yet possess the right characteristics.
2.
REFUSING TO ELIMINATE AGENTS Is there are good reason to keep agents under contract who are not selling your products.
Whacking 50% to 60% of a brokerage agency roster would have little bearing on sales.
However marketing firms rarely do this ..
First they like bragging rights, for the marketing firm to say "we have 150 agents, sound better than we have 75 producers.
" These same statements come in handy for impressing prospective brokers.
3.
USING RECRUITING METHODS 20 YEARS OLD.
One practice still used heavily today is for a brokerage/marketing shop to join a localorganization.
This is where they will spend 75% of their focus during the next year.
Call up members, wine and dine prospective brokers, and attend all the meetings.
What's wrong with this picture? Typically 7% to 15% of the life agents in the state belongThe other agents tend to be just as good.
This includes some heavy producers.
By not belonging they receive 1/5 as much phone or mail soliciting.
4.
BIG CITY LIGHTS -It is on the rare side for a brokerage operation to be set up in small or rural towns.
The recruiter thinks the major action is with the big city agents.
For agents that live in small towns and rural areas, they receive 10% as much agent solicitation.
Staying outside big cities is usually the right path.
5.
SIT BACK & SEE SMOKE.
Recruiting must be consistently done throughout the year.
There is not a best month or best time of the year.
Keep in mind good competitors have their eye on your best producers.
Return the favor to them 6.
HOW WELL SET UP IS YOUR WEBSITE.
Can an agent at midnight draw up information on one of your products at midnight?.
Have you site packed with beneficial information.
Make sure there are lots of tips, tricks, and articles to make it worthwhile.
7.
YOUR KNOWLEDGE OF WRITING A SALES PIECE.
When you decide to do a mailing campaign, you have to have everything that's needed contained, and everything unnecessary removed.
Start practicing now.
CONTRACTING WORTHLESS AGENTS If you run an independent insurance marketing operation why would you want to waster time and money contracting agents that have never brokered business.
40% of the time and money of all recruiters nationwide is wasted on trying to turn agents into broker that do not yet possess the right characteristics.
2.
REFUSING TO ELIMINATE AGENTS Is there are good reason to keep agents under contract who are not selling your products.
Whacking 50% to 60% of a brokerage agency roster would have little bearing on sales.
However marketing firms rarely do this ..
First they like bragging rights, for the marketing firm to say "we have 150 agents, sound better than we have 75 producers.
" These same statements come in handy for impressing prospective brokers.
3.
USING RECRUITING METHODS 20 YEARS OLD.
One practice still used heavily today is for a brokerage/marketing shop to join a localorganization.
This is where they will spend 75% of their focus during the next year.
Call up members, wine and dine prospective brokers, and attend all the meetings.
What's wrong with this picture? Typically 7% to 15% of the life agents in the state belongThe other agents tend to be just as good.
This includes some heavy producers.
By not belonging they receive 1/5 as much phone or mail soliciting.
4.
BIG CITY LIGHTS -It is on the rare side for a brokerage operation to be set up in small or rural towns.
The recruiter thinks the major action is with the big city agents.
For agents that live in small towns and rural areas, they receive 10% as much agent solicitation.
Staying outside big cities is usually the right path.
5.
SIT BACK & SEE SMOKE.
Recruiting must be consistently done throughout the year.
There is not a best month or best time of the year.
Keep in mind good competitors have their eye on your best producers.
Return the favor to them 6.
HOW WELL SET UP IS YOUR WEBSITE.
Can an agent at midnight draw up information on one of your products at midnight?.
Have you site packed with beneficial information.
Make sure there are lots of tips, tricks, and articles to make it worthwhile.
7.
YOUR KNOWLEDGE OF WRITING A SALES PIECE.
When you decide to do a mailing campaign, you have to have everything that's needed contained, and everything unnecessary removed.
Start practicing now.
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