While there’s no fast and easy way to grow your business, recruiting qualified agents to your downline doesn’t have to be complicated.
We’ve gathered these tips to help you start off on the right foot.
Characteristics to Look for When Recruiting Insurance Agents
Before you start seeking out downlines, you should form a clear idea of what you’re looking for in an agent. Do you want someone who specializes in life insurance sales? Do you plan to hire an agent with experience, or train to fill that particular niche? There’s no rule that says you must hire a licensed agent. If you take the unlicensed route when recruiting insurance agents, prepare to offer incentives towards licensing fees.
As you’re planning, remember that the best personality for a salesperson isn’t always what you might think. Most people tend to believe that extroverts excel in sales positions, but leadership consultant Stefan Falk found otherwise. His experience coaching CEOs and individuals within large organizations showed ambiverts, those who fall in the middle of the introvert-extrovert scale, were most successful in sales careers.
Falk has found that ambiverts “leverage inwards reflection and outward interaction in a strategic and balanced way.” This flexibility, when it comes to seeing the big picture and potential pitfalls, can be helpful for individuals working in sales or other careers where making connections with stakeholders in critical.
Here are some other characteristics of a great insurance salesperson:
- Empathetic
- Charismatic
- Curious
- Motivated
- Adaptable
If you haven’t already, consider the power of hiring Gen Z. New talent brings innovation and freshness that often inspires more seasoned employees. the U.S. Bureau of Labor Statistics projects that Gen Z will make up 20 percent of the workforce by 2030. Think of the recruiting possibilities!
Gen Z could bring innovation and freshness that inspires more seasoned employees.
Perks to Offer
If you want to bring agents into your downline, you must give them a compelling reason to work with you. Will they gain support? Will you help with training? Free access to quoting and enrollment tools like PlanEnroll can be extremely attractive to new recruits!
How will you compensate your agents? A good rule of thumb is to base your downlines’ commissions on how you get paid. Some sales are more challenging than others, so the commissions should reflect that. When you’re fair about letting your agents succeed, they’ll be more likely to stick with you and recommend you to their peers.
Here are some potential perks you can offer:
- Leads
- Office space
- Administrative assistance
- Technology
Remember that as a Managing General Agent (MGA), you oversee the agents you bring underneath you. Be sure you can afford the agents you bring on. Slow, steady, and ready to train is the way to go.
Tools to Use
Whether you’re looking to enlist others online or in person, there’s no shortage of tools at your disposal. Keep in mind where you can reach your potential recruits. Don’t be afraid to mix and match techniques until you find what works for you.
- LinkedIn — Required profile fields allow you to target recruits very specifically
- Indeed — Manage applications, schedule interviews, and connect with candidates
- Social Media — Craft an online presence and compelling message
- Networking events — Whether industry-specific events, service clubs, or local events, never underestimate the power of face-to-face interaction
- Local colleges — Consider working with their career placement departments to recruit young agents
- Newspapers — Low rates, ideal for local recruits
- Craigslist — Cost-effective option that lets you post text (and images!) without size restraints
- Monster — Great way to tell if your recruit is actively looking; well-recognized, but more expensive to post a listing
- Recruiting Agencies — Outsource your efforts to focus on your personal success
By following just a few of these simple guidelines, you can avoid the cost of a bad sales hire. Be sure to opt for quality rather than quantity, and you’ll be on your way to recruiting success.
If you’d like to grow your downline, working with a field marketing organization like Ritter can make the process even easier. When you partner with Ritter, you and your agents can gain access to a multitude of competitive contracts and exclusive tools, like a no-cost PlanEnroll Personal Agent Website. Plus, Ritter has agency specialists ready to help you expand your business, train your agents, generate more leads, and close more sales. Register for a free account with RitterIM.com today to get started or contact your agency specialist to learn more!
Not affiliated with or endorsed by Medicare or any government agency.
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