P R A D

Do any or all three of these get your attention? If you own or lead an insurance agency, we hope so. Or if you are a branch manager, a sales manager or in an HR leadership role for an insurance agency or broker, we hope that it not only gets your attention but that it has also motivates you to do something about it. If it does, let us offer a suggestion as to where to start – take a short “exam” (included on the following page) to assess how you are currently positioned. Be honest with yourself. For the Critical Success Factors for outstanding producer recruiting and development, evaluate how you are currently doing. Which of the descriptions best fits your organization or do you fall in-between and if so where? Do this for commercial lines, employee benefits and for personal lines. Start with where you are today. What does your score mean? The gap between your score and 100 represents an opportunity to do a number of things, including: • Address what could be a serious weakness • Elevate what could be your most important strategic competitive advantage • Position your firm to grow faster, operate more profitably and maximize your enterprise value • Provide more great opportunities to more men and women and help them be more successful and have fewer of them fail • Position your firm to better accomplish your corporate objectives, whatever those might be • Make what you do more fun and more rewarding How do you reduce the gap between where you are and where you need to and want to be? You can do it by: • Drawing on the experience of 562 agents and brokers that participated in this study • Drawing on and learning from your own experience • Better understanding who you are, how you are positioned, and what you need to do • Elevating the importance of producer recruiting and development and by making the investment in time, resources and effort that something of this strategic importance deserves.

58 Producer Recruiting & Development Study