P R A D

Table of Contents

1

Introduction & Methodology

1

2

The Challenge and How to Address It

3

3

Defining Hiring Needs

7

4

Determining Who to Hire

17

5

Building the Candidate Pool

29

6

Elevating the Ability to Select Winners

33

7

Maximizing Success for Those Hired

37

Critical Success Factors

8

Owning and Leading the Strategy

45

9

Hiring Personal Lines Producers

51

10

Call to Action

57

11

Additional Thoughts for Smaller Agencies

61

Addenda:

Study Notes & Explanations

63

Generational Differences Chart

65

Common Tasks Associated with a Producer Recruiting & Development Strategy

67

Data Sheets

69

iii Producer Recruiting & Development Study