How to Hire the Best Producers

It’s no secret the most successful salespeople are driven.  Driven by money, driven by competitiveness, driven by their goals.  But what are the micro drivers that are going to keep your team performing consistently?   

Things to Consider Before Hiring

Hiring a person for their big picture drive for success can be a bit short sighted.  Everyone has dreams and goals they strive to achieve.  But what happens when things don’t come easy?  Who are the salespeople who are going to make lemonade out of lemons in the tougher times?  How do you know if a sales candidate is going to be the one to make the most out of every single lead you bring in?  Those are the producers who will take your agency to the next level and those are the people you have to know how to identify when recruiting and interviewing.

Here’s the secret motivation behind the greatest salespeople:

What Should You Look For When Hiring Producers?

The greatest insurance producers have a passion for transforming a conversation with a lead from, “Here’s your dollar amount for the quote,” to “Here’s the importance of having a real relationship with an agency.”  This is the challenge top producers are driven by.  They have a passion for turning internet leads into customers by turning quote inquiries into relationship building conversations.  

Hiring the right salesperson who can build relationships early on is how you can close more deals and maintain customers longer.  Not all salespeople have the ability - or the passion - that it takes to change the conversation in such a meaningful way. 

When it comes to hiring great salespeople, look for people who have the passion for turning a lead into a customer and into a long-term relationship.  The best insurance producers pride themselves on being the best at converting someone who just wants a quote number into someone who understands the importance of having the right coverage.  If you can find these salespeople and help your current salespeople learn this imperative secret, you can unlock higher conversion rates and higher retention rates.                   

How to Gauge A Producer’s Potential       

Every candidate you interview will tell you they have big financial goals and a passion for helping people that drives them to perform.  Dig in on a micro level and see if you can unlock their passion for transforming conversations.  A good way to investigate a candidate’s potential is to have them read our Killer Opening Script and role play as if you’re a customer who just wants them to give you a quote number so you can get off the phone.

Share your favorite ways to hire new producers in our Insurance Agents Think Tank Facebook Group!