P R A D

PRODUCER RECRUITING & DEVELOPMENT EFFECTIVENESS ASSESSMENT

To gain a clearer understanding of your firm’s effectiveness in Producer Recruiting & Development, answer each of the questions below on a scale of 1 to 10. # of Points: 1)

Have you clearly defined the number of new producers you need to hire over the next 3-5 years based on your growth goals and the age/stage of your current production force?

Not Clearly Defined

Clearly Defined

1 2 3 4 5 6 7 8 9 10

2) Have you clearly defined the target profile (age, background, sales experience, industry experience) of the producers you intend to recruit?

Not Clearly Defined

Clearly Defined

1 2 3 4 5 6 7 8 9 10

3) Does your recruiting process regularly identify an attractive stream of producer candidates large enough to ensure that you hire only “A” players?

Recruiting process weak

Recruiting process strong

1 2 3 4 5 6 7 8 9 10

4) Is your producer recruiting strategy well publicized and clearly understood by your employees, carriers and centers of influence?

Recruiting strategy not publicized

Recruiting strategy well publicized

1 2 3 4 5 6 7 8 9 10

5) Are your screening techniques effective enough to ensure that you are only hiring the candidates that are positioned to succeed and excel?

Screening techniques poor

Screening techniques excellent

1 2 3 4 5 6 7 8 9 10

6) Does your producer training include best-in-class resources customized to the needs of each hire?

Training weak

Training strong

1 2 3 4 5 6 7 8 9 10

7) Is your firm effective in monitoring activities during the first 90-180 days to ensure that course corrections can be made for under-performers?

Activity monitoring poor

Activity monitoring excellent

1 2 3 4 5 6 7 8 9 10

8) Do you have a producer mentoring program that is highly effective?

Mentoring highly effective

Mentoring not effective

1 2 3 4 5 6 7 8 9 10

9) Do one or more key employees “own” responsibility for producer recruiting and development strategy, with their income influenced by its effectiveness?

Recruiting not owned by anyone

Recruiting clearly owned

1 2 3 4 5 6 7 8 9 10

10) Does your firm invest the money, time and resources necessary to succeed in producer recruiting and development?

Investment weak

Investment strong

1 2 3 4 5 6 7 8 9 10

Total Points:

SCORE 90 – 100 80 – 89 70 – 79 60 – 69 50 – 59 40 – 49

COMMENTS

Quit lying.

You’re among the very best in the industry. Congratulations!

Better than average – shore up a few weaknesses and you can join an elite group. You’re average – with significant room for improvement. Keep fighting. You need to improve, but your weaknesses aren’t likely fatal. Don’t get discouraged.

Time to get to work!

< 40

Remember the words of Winston Churchill: never, never, never give up.

59 Producer Recruiting & Development Study