Using Technology to Recruit High-Performing Producers
1) CRMThe first thing I can tell you is every salesperson needs a CRM. I’m not saying that your agency needs to run out and buy a CRM right now if you don’t have one, but you need to know that for salespeople to be successful ultimately, they need tools. A CRM is essential because it helps them organize all of the data that they need. It reminds them to do their follow-ups. Automations can go out. It’s an overall good investment, and if you have an excellent, high-performing CRM and that CRM is programmed, salespeople are going to come to your organization and love it.
2) VOIPThe second thing you need is a sound VOIP system. One of the things that I love about you using Lightspeed Voice in our agency is it integrates directly with our CRM. We get the call records, and I can monitor follow up. It’s right there every single day. I can log into any contact record for any of my producers and see that they have done their telephone follow-ups, and their telemarketing. It’s awesome. As a bonus, when the client calls in, if we’re in the office, we get a call pop that automatically pulls their contact record up inside of HubSpot and allows us to review everything that’s happened on that account. This allows us to take notes for the call that we’re on. It’s so much better when you answer the phone in an educated fashion.
3) ResourcesThe third thing you need to have is you need to have some resources for your producers to learn. We can ship them off to the carrier producer schools, or we can send them to the National Alliance to get their CIC and CRM designations, but at the end of the day, that’s the stuff that stays in their head, and it doesn’t help them at the point of sale. Tools like Zywave’s Broker Briefcase, and ModMaster, even the Client Portal, give salespeople a leg up when they’re out in the field. Good salespeople can open, and they can close, but they have to know the product, and they have to be able to have collateral to give to the prospect to get the deal closed. If you don’t have that, you’re setting them up to fail, and it will be a miserable experience for them and a miserable experience for you. You’ll have wasted money on a salary, and they will have spent years or months out of their life. So do it right up front, make sure you have a program in place to get them up to speed not only with the foundational knowledge they need of insurance but the resources they need to go out and close the deals, and you need to be able to provide those internally. If you can do those three things, you are going to have a field day recruiting top talent producers, and you’ll have your pick of the litter.
David has 15 years of experience providing clients with creative solutions to more effectively manage their total cost of risk. He specializes in commercial property and casualty insurance for middle market companies and has specific expertise in under-performing workers compensation programs.
David is a CIC and CRM. He is the principal of Florida Risk Partners, founder of Killing Commercial Insurance Training and co-host of the Power Producers Podcast.
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