Your last hire did not fail.
Your first 30 days did.
Big difference.
In 17+ years in our industry, I’ve watched the same story on repeat.
New hire gets a login.
A desk.
A seat next to your best team member.
Then everyone hopes it clicks.
Hope is not a system.
Here is the fix.
I call it the First Five Wins.
Five wins.
Five days.
And every win puts a number on the board.
- Win 1: Ten clean reps of the service to life pivot. Out loud. “Before I let you go, can I ask you something real quick? A lot of people have their home and auto protected, but they have never really thought through what would happen financially if their income was no longer there. Out of curiosity, if something happened to you, what would your family’s plan be to keep everything paid for?”
- Win 2: Ask it to one real customer on one real auto call.
- Win 3: Whatever they answer, say: “Tell me more about that.” Then be quiet.
- Win 4: Turn one conversation into one life quote started or one warm handoff to a licensed teammate.
- Win 5: Ask five customers in one day. Track every ask.
Why that question works.
Almost every customer says: “I’ve never really thought about that.”
They just found the gap themselves.
Nobody got blamed.
Nobody got pitched.
And your newest team member just started a real life conversation.
See the ladder?
Practice. Ask. Open. Produce. Repeat.
By Friday your new hire is starting life conversations.
In week one.
Most new hires do not do that in month one.
Here is what I would do this week.
1. Put the five wins on a scoreboard.
On paper.
Where the team can see it.
Reps. Asks. Answers. Quotes.
If it is not tracked, it did not happen.
2. Practice before reality.
Every ask gets said out loud to a teammate first.
Reps before customers.
Watch day three. That is when the office gets busy and practice gets skipped.
Protect ten minutes a day.
3. Celebrate the ask, not just the sale.
A new hire cannot control who buys.
They can control how many times they ask.
Praise the asks out loud.
New hires repeat what gets celebrated.
Here is the shift.
Every auto call your office takes has a life opportunity behind it.
Every loan has a paycheck behind it.
Every paycheck has a person behind it.
A new hire who sees that in week one is not a service rep.
They are a protector.
Build the five wins once.
Every hire after this one starts life conversations faster than your last hire ever did.
If you want help turning new hires into confident producers from week one, that is what we do inside Ignite Agency Training.
Better every day,
Zach Sabin
Founder and CEO
Ignite Agency Training