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 restaurant who outsells everyone by June.
Here is why.
Production does not come from product knowledge.
It comes from three things.
Coachability.
Drive.
Warmth on the phone.
You can teach insurance in months.
You cannot teach those three at all.
Here is what I would do this week.
1. Rewrite the job post.
Delete insurance experience required.
You are screening out your best people.
2. Recruit where service lives.
Your favorite server.
The retail worker who remembers your name.
They already have the hard part.
3. Screen for the three signals.
They ask questions.
They write things down.
You can hear the smile through the phone.
Here is the shift.
Hire what you cannot train.
Teach everything else.
If you want a system that turns people with zero insurance experience into producers, that is what we built inside Ignite Agency Training.
Better every day,
Zach Sabin
Founder and CEO
Ignite Agency Training