P R A D

Generational Differences

Another set of issues that comes into play with producer hiring decisions is the “Generational Differences” of the people that will be hired. The candidate pool will include Millennials (currently age 14-33), Generation Xers (currently age 34-49) and Baby Boomers (currently age 50-68). The preferences that some have for one generation over another are overshadowed by the reality that top performing agent and broker producer ranks will need to be populated with talented folks from each generation. Every generation has its unique assets and liabilities, none of which is necessarily good or bad, but just different. The key will be to recognize those differences and create an environment where the multiple generations can not only coexist but be complementary. It will also be necessary and important in the recruiting of talented producer candidates in all three generations to tailor the message and the presentation of the job opportunities recognizing the generational differences and what will appeal to each. Finally, the things that need to be done to position new hires from each generation for success will be different and should be tailored recognizing the difference in core values, work ethic, assets and liabilities, interaction style, means to motivate, etc. We have included in the addenda a brief comparison of the generational differences. We encourage a more in-depth analysis and understanding of these generational differences and how they can be best addressed in the recruiting, positioning and managing of producers.

25 Producer Recruiting & Development Study