Agency referral is the best recruiting approach and, if used consistently and aggressively, it will bring in good agent candidates on a long range basis. But what do you do if you need to fill an open debit right away? One manager says that the most effective tool to alleviate your short-term manpower needs is the direct-recruiting approach.

This approach consists of making at least three to five contacts each day preferably in person. With such people as route sales personnel, retail salespeople, grocery store managers, service station owners, etc.

When approaching these individuals, ask the following questions:

If the answer to any one of these questions is “no,” you then have a good prospect for the open debit. The next step is to get the prospects into your office for an interview. While presenting your business card, simply tell them that you would like to meet with them in your office to explain an opportunity that might interest them. If they hesitate, just explain that they shouldn’t turn down an idea without at least hearing more about it.

When you meet the prospects in your office, keep in mind the reason(s) for their dissatisfaction with their jobs, and during the interview, focus on how insurance selling could provide a welcome change for them. For example, if the primary complaint from the prospect is insufficient money, you can explain the earnings potential of an agent, assuming, of course, that the prospect is willing to work hard and to follow instructions.

In this office interview, ask one additional question: “Do you want to be self-employed?” The prospect who really does want to be self-employed will put up with a lot of things that the recruit who doesn’t want to be self-employed won’t do.

There are many good people in the community who want to move up to a better career. These are the candidates whom you should be looking at when you need someone right away. And the best way to get them aboard and producing is the direct approach.

LIMRA Series-2 – Planning for Productivity
Invest In Yourself

Career objectives and career development go together. As you achieve one objective, you set higher objectives. To achieve them requires development. As you develop, your objectives are achieved and are raised. This is growth. It is planned growth, planned performance improvement.

There are four things that hold people back from achieving their goals – lack of purpose, lack of tools, lack of motivation, and lack of time. Do not let these roadblocks keep you from growing. Learning is a lifelong process. Respond to the opportunities around you.