Podcast
Master Insurance Sales With The Ignite Podcast
Where should your new hire fail?
Your new hire is going to fumble the life pivot. That is guaranteed. The only question is who hears it. A teammate in practice. Or a customer on the phone. One of those costs you nothing. The other costs you trust. Here is the rule I train. Ten Clean Reps. No skill...
You are training too many things at once
New hires do not drown in work. They drown in information. Five products. Three systems. Ten scripts. All in week one. When everything is important, nothing sticks. This is the training mistake I see most coaching agencies every week. Here is the fix. I call it the...
The day one speech
Day one sets the pattern. Most day ones set the wrong one. Paperwork. Videos. A tour. Then a chair in the corner. Seventeen plus years working with agencies taught me what a new hire actually remembers about day one. Not the handbook. The pattern. So set it on...
Hiring in January is too late
If you want production in January, the hire happens in October. Not January. Work the calendar backward with me. Hire in October. License in November. Practice and reps in December. Producing on January 2. Now run it the other way. Wait until January. License in...
Ask this in your next interview
Interviews measure talking. Production comes from applying. Those are different skills. I have watched agencies hire the best talker in the room and regret it by spring. Here is a better test. I call it the Audition. Hand the candidate a six line script. Any simple...
Stop hiring for insurance experience
Experience looks safe. It is often expensive. An experienced hire brings habits. Some good. Some you will spend a year trying to unlearn. On my weekly coaching calls I hear both stories every month. The experienced hire who will not take coaching. The rookie from a...