P R A D

COMMON TASKS ASSOCIATED WITH A PRODUCER RECRUITING & DEVELOPMENT STRATEGY

While one person must own it, we don’t mean to imply that a single person could or should be doing all the work associated with the implementation of the strategy – that would be virtually impossible. Consider for a moment the wide variety of tasks that may exist in an agency’s producer recruiting and development strategy:

 Coordinating, creating, documenting, communicating and implementing the producer recruiting and development strategy

 Identifying the appropriate number of producers to hire (by line of business and location)

 Developing specific profiles for producers to be recruited

 Developing a schedule for producer hiring target dates

 Developing and monitoring a pipeline of viable candidates

 Placing advertisements in print and social media to attract candidates

 Selecting and supervising a recruiter to assist with pipeline development

 Developing agency marketing materials to tell the agency’s story in a compelling fashion to candidates

 Establishing and overseeing a college intern program

 Developing / overseeing a candidate selection / screening process

 Making formal offers of employment to potential producer hires

 On-boarding new producers

 Developing and overseeing a development and training process for both experienced and unexperienced producers

 Establishing and overseeing a producer mentor program

 Developing individual producer progress benchmarks (new sales, solicitation calls made, meetings scheduled, classes attended, etc.)

 Holding producers accountable for expected progress

 Performance reviews for producers-in-development

 Sales management of producers as they work towards validation

 Terminating underperforming producers

67 Producer Recruiting & Development Study