How to make people say YES to become insurance agent?

          

          

          Today, recruiting someone as an insurance agent has become a tough task. The negative attitude of people towards the word “ agent “ is becoming more rigid. No one wants to work on commission basis and everybody wants a job security. In this type of market situation, recruiting even a single agent is a month seems to be a very challenging task.

  Yet, there are many successful insurance recruiters, who are regularly recruiting most productive insurance agents and generating great business from them. What is it that they are doing differently? What type of people are they meeting? How are they sourcing such people who are ready to work as insurance agent? What script are they using while convincing the potential insurance agent? There are many such questions which might be coming to your mind when you see these successful insurance recruiters growing in the company and earning great money.

    The approach which these successful insurance recruiters are very ‘Pro-agent attitude’. Pro-agent attitude means, when they are talking to the potential insurance agent they talk in a way where the potential agent feels that he is not here to make him agent because he is having recruitment targets, but he is offering me this opportunity because he genuinely cares about my betterment and growth. When you talk in a way where you show the genuine concern about the other person and his growth, then only the other person with listen to you. Remember, showing genuine concern will only open the potential ears to you. It does not mean that he will join you only because you have shown concern about his growth to him. There are different approaches of convincing a person to be an insurance agent. To understand these techniques you have to first understand the mindset of the person with whom you are dealing with. There are many different reasons for people to join insurance industry as agent and below are some of them which are commonly found to be as high motivators.

   Successful insurance recruiters design their conversations and try to talk more on these motivating approaches.

Some join for growth

   There huge amount of people who are desperately waiting for an opportunity which will help them to grow in life. Growth has a different meaning to different people. Some wants to grow financially, some wants to grow their social status or some wants to grow the personal ability to earn more money. Insurance industry or an agent’s profile can be a place where they can satisfy their want for growth.

Somejoin for recognition

               Not all people work for money. There are people who want other people to appreciate them, clap for them, cheer them and recognize them as an achiever in life. These people join agent’s profile in insurance industry after understanding the rewards and recognition culture of the company. 

Somejoin for clearing their debts

            Sometimes people are in acute need of money to clear their debts and don’t know how to arrange extra money to pay them off. These people first check that how fast they can earn their first cheque and once they understand that it surly is a great source to earn a regular extra income, they would join immediately.

           

Somejoin because they are fed-up with the job pressure and hence want to be theirown boss

            There are huge amount of people who are waiting to just kick their boss’s ***, if they get a good alternative opportunity to earn. They are too much fed-up with ever increasing job pressure and wants to do something independently. They want to experience the feeling of being their own boss and not being accountable to anybody for what they do and how they do. When they see an independence of work and a feeling of being an entrepreneur along with the experts help to make them successful in their business, they sign-up immediately for being an insurance agent.

            There can be many such reasons for people to join as insurance agents. We should learn to identify their needs and design our conversations accordingly. There are different techniques and approaches which can be learned through specialized recruitment activities. These recruitment activities have been practiced by many insurance recruiters and have understood to secret of convincing the toughest profiles to join and insurance agent. There are many successful insurance recruiters who have learned and understood these techniques, practiced them on daily basis and have got great results.

         We at Agents Recruitment .com, have compiled the most productive recruitment activities in our best selling training material “ Recruiting Agents ( Edition 1 & Edition 2 ) “. The training material is available in instantly downloadable PDF format from our website www.agentsrecruitment.com. All the recruitment activities has been tried and tested in real life, in real situation and with real people and hence they have given great results in all parts of the country. To download the training material, visit us at http://agentsrecruitment.com/products/.

Author – Ravi Takle

Agents Recruitment .com

Most Effective Ways of Recruiting Insurance Agents

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2 Secrets of Recruiting Most Productive Insurance Agents

        
               Recruiting insurance agents has always been a big challenge, filled with dilemmas and many unanswered questions. While sourcing an insurance agent, we always have this doubt in our mind, that the effort which we are putting in to recruit, train and develop the new insurance agent is going to pay-off or not? Is this new agent going to work hard to pour in more business? Is he going to be an asset or a liability? No one want to ‘carry dead woods’ in the team, especially when the pressure of business targets is piling on our shoulders. Unfortunately, 80% of insurance recruiters fail to recruit productive insurance agents only because they have not set the basic criteria of screening the profile of a person before offering him the agency. Hence, many-a-times it happens, that ‘we bring in a wrong person to a right place’, which ultimately spoils the whole productive work place.

            The insurance companies have understood and also have tried to address this issue well in advance by setting their own criterias for appointment of insurance agents. Yet, it has been observed that, due to business pressure, the set rules of appointing an insurance agent are frequently overlooked and as a result people who are not serious about working and earning money get recruited. Moreover, the mentality of people towards the word ‘agent’ is also increasingly becoming negative and hence, it is becoming more difficult to recruit right people.

            Despite of all odds, we can still recruit most productive people as insurance agents. People who will bring in great business and will grow along with us. People who are willing to work and earn good money on commission basis are still out there yet to be approached or made aware of such a fantastic earning opportunity which they can explore. There are many Development Officers, Sales Manager & Business Development Managers in insurance industry who are recruiting great agents despite of all odds and even generating great business. How they are doing it? How they are managing to recruit good agents and generate great volumes of business? What new techniques and sources they are using to recruit good agents?

            The answer to these question is, they all are following two techniques religiously and are getting great results.

       A.      Sticking to the basics criteria of recruiting agents and  

     B.    They have understood that, to recruit quality agents they have to meet good quantity of people on daily basis.

The basic criteria of recruiting insurance agent should ideally be as :

A.    Basic Criterias:

1.      Educated

2.      Responsible ( Married or should have dependents )

3.      Living in the city for atleast past 20 years

4.      Should have need to earn extra money

5.      Should have a zeal to work as an entrepreneur.

B.     Most Productive Recruitment Activities:

The recruitment activities which most of the successful insurance recruiters perform, are the very important secrets to their great achievements in insurance industry. There are specific recruitment activities which have helped many insurance recruiters to build some of the most productive insurance agents’ in their team. Those are the people who have contributed to create many MDRTs, COTs and even TOTs. The recruitment activities which they execute are driven with the specialized approach and with immense focus on doing each and every aspect of the activity correctly and with a difference.

There are mostly two types of recruitment activities which they execute:

1.      Active Recruitment Activities

Active Recruitment Activities are those recruitment activities where you meet your potential insurance agent personally, with a proper appointment and convince him to join you as insurance agent. It can be a  one-on-one interview based recruitment activity or even a group recruitment activity. The conversion ratio in this type of recruitment is very high and most importantly you get best opportunities to interact with you potential insurance agent before they join you.

2.      Passive Recruitment Activities

Passive Recruitment Activities are those recruitment activities which helps us to generate productive and precise database of the targeted profile which we want to recruit. For example, let us assume that we want to recruit house wives or professionals like Doctors, Lawyers and CAs or retired people or even ex-army men in our team. Passive recruitment activities are designed to help us generate the database of specific profiles which we want to recruit. Once we have the precise and productive database, it becomes very easy to approach them and convince them to join us as insurance agents.

We at Agents Recruitment .com, have compiled the most productive recruitment activities in our best selling training material “ Recruiting Agents ( Edition 1 & Edition 2 ) “. The training material is available in instantly downloadable PDF format from our website www.agentsrecruitment.com. All the recruitment activities has been tried and tested in real life, in real situation and with real people and hence they have given great results in all parts of the country. To download the training material, visit us at http://agentsrecruitment.com/products/.

Author – Ravi Takle

Agents Recruitment .com

Most Effective Ways of Recruiting Insurance Agents

Tell us what you think on this

Please comment below

...

How To Effectively Recruit Insurance Agents ?

This is the very exact question, which has brought you, to this blog. We at www.agentsrecruitment.com have been studying and understanding the reasons why people in insurance industry fail to recruit quality insurance agents.

Here we will be discussing the Most Effective Techniques or Ways Of Recruiting Quality and Quantity of Insurance Agents.

There are many different words / titles used for an Insurance Agent profile throughout the industry like... Insurance Agent, Agent Advisors, Financial Consultants, Business Development Consultants, Insurance Advisors etc...

Throughout my professional career I have been studying the behavior pattern and the scripts that most of the Sales Managers use when they are on a Recruitment Call for recruiting Insurance Agents. I have noted and rectified the errors which are generally committed by most of us knowingly or unknowingly when we talk to our potential insurance agents / advisors.

Before starting with what recruitment procedure is all about, and how it can be mastered to get the success in recruiting a correct Insurance Agent. Let me make you understand why should we work on improving our skills of recruiting an Insurance Agent.

You are always under the competitive market pressure for more customers, increased revenues, and greater profits. Your recruitment strategy and execution must be producing a steady stream of top line results for business growth. Do they?

My website on " Agents Recruitment " ( www.agentsrecruitment.com ) helps you transform your recruitment activities and events into a smooth, predictable, accountable process. In our terms, it helps you create a recruitment process that "manufactures" Insurance Agents as smoothly and reliably as well-managed companies manufacture products. It gives you ways of recruiting Insurance Agents and boosts up your self-confidence..

Profile Mix

When I first started recruiting insurance agents team, I was taught to hire anybody who is alive, how is breathing. The process or correct approach of recruiting an insurance agent was not defined. After wasting a lot of time and energy, I ended up getting frustrated. Then I regrouped and decided to review all the errors and mistakes which I was making and rectified them. So, let me save you wasting you time and energy and answer the one question, you are asking yourself.

As a Sales Manager, Agency Manager or an Insurance Recruiter, what kind of people should be approached ? To have an answer for this question one should understand what type of people one should approach for recruitment.

Lets understand it in a more simpler way. If you are putting a cricket team together, and you have a room full of 500 people, who would you select in you team ?

The answer is quite obvious, however if you are not a professional insurance recruiter, you might not know the answer.

Here is how you will go for it. For an ideal cricket team you need players with different skill sets. You need people who are expert in their own skills, for e.g. you need to pick up a fast baller, a spinner, a best batsman, good fielders, wicket-keeper etc. When we are having people from different skill sets, then we can implement different strategies for winning the game. Now there may be many ballers, spinners and good batsman among those 500 people in the room, but do you really want to go through trying out every one of them ? Of course not. You will start selecting those people who will give you the best chance at winning, but how will you select them. Here we first need to make all of them understand how tough it is to win a game of cricket, at the same time we will also show them the excellent growth opportunities which they would be getting if they are selected in the national cricket team. Then it will be very easy to know who among those 500 people are ready to face the challenges and are able to work in the toughest time.

The same is true in recruiting quality insurance agents. It means, we need to maintain a profile mix in our team. We need to recruit housewives, ex-army men, professionals like Doctors, Lawyers, CAs etc. When we are having a good profile mix in our team than we will be able to tap or explore all the segments of our society for generating business. Mostly these profiles are considered to be the quality insurance agents. So, then we have landed up on an another question, i.e., How do we define quality insurance agent ?

Lets understand, what are we looking in an prospective insurance agent ?

• Someone that knows how to communicate and not just talk.
• Someone who can teach and make people understand.
• Who can create a consensus with a prospective client.
• Knows how to prospect, this is why we are hiring him.
• Has credibility in society.
• Should look and behave professionally.
• Can learn your style and system of selling.
• Has a particular type of target market.
• Has to be extroward and not introward.
• Has enough time to commit to be associated with you.
• Should be responsible enough who understands the value of earning money.

The prospective insurance agent which we are looking for should be able to communicate with people, not just talking serves the purpose and should also possess many of the other above qualities.

The job of an insurance agent is to make his potential clients understand and teach them what the purpose of insurance actually is, and how it provides peace of mind to them. People are not going to buy something which they don't clearly understand.

A new Sales Manager, Agency Manager, Agency recruiter or an Insurance Recruiter, usually ends up searching someone who is unqualified and who is ready to join insurance business. Who says, " Yes, I think, I should try this insurance business. " and then the insurance recruiter ends up spinning around and wondering why they are working so hard and getting no where ? Then he continues to hire and recruit wrong people which results in draining out their energy, time and money. 

Introspection

When we talk about introspection, it means we need to spend some time with ourselves. We need to understand what are our strengths and what are our weaknesses. I have observed many Sales Managers or Insurance Recruiters, not getting success in recruiting agents only because they lack self-confidence or rather I would call it as self-conviction. Believing in your own product and your company is the most basic attitude which we need to develop before attending a recruitment call.

You have to BELIEVE in three things before going on for a Recruitment Call.

• Your company is the best company in the whole world.
• Your Career Offer is the best offer in the whole world.
• You are the best Recruitment Manager in the whole World.

Keeping this in mind, it would become a real threat for the potential agents to say “NO” to you. No its not an Superman's job, you can do it very easily with the conviction within yourself.

Insurance Agent Recruitment Process :

In a typical Sales call, for a deal to happen, we all know that there has to be always two parties involved in it. The buyer and the seller. With any one of them missing, sale cannot be done. Similarly, this is also applicable in Recruitment Process... so.. it is always like we are in the search of the other party i.e., our prospective insurance advisor.

Recruitment Procedure can be broadly divide into six major sections like.

1.) Prospecting

2.) Making an Appointments

3.) Pitching the Career Opportunity

4.) Supporting through his training programs

5.) Helping him to complete his coding process

6.) Making him earn his first commission cheque as soon as possible