Recruit
to
Hire
to
Hire
What are the 3 ways to generate FREE recruits?
Live in-person (friends, family, happenstance, etc.), social media, or recruits from presentation
What's the process from point of hire to start of training called?
Pipeline
Kept simple, when do you know an agent is ready to be released?
When they've proven they can write business without you having to be there
What should be the #1 priority for a newly promoted SA/trainer?
To first become the best trainer ON THEIR TEAM.
Then, become the best trainer IN THE ORGANIZATION.
Bonus Question: How can you measure who the best trainer is?
As a newly promoted GA, what is the main responsibility you begin to take on outside of producing/training?
Recruiting
Traditionally, how should you start a happenstance PR conversation?
With a compliment
If your pipeline process is organized and well-structured, your hire to code will be _____? (low or high)
Low
What does each sequential VIP qualification mean?
VIP 1 Qual. means they can do the job!
VIP 2 Qual. means they can teach the job!
VIP 3 Qual. means they've found their long-term career!
What are the 3 pay structure changes which impact your front-end pay as an SA?
Commission % increase to 65% on personal business + 15% override for F60 days from code date then 5% override after that
Training bonus of 125% for F13 Weeks then 25% after that
VIP bonus of $250, $500, $100 for sequential qualifications
How much should a GA who's building toward an MGA promotion invest into recruiting per week, minimum?
$100
As a manager, what's the golden rule for minimum # of hires per week needed to succeed? (more like survive)
1 hire/week per manager
What's the target hire to code ratio for a healthy/profitable MGA?
4
What are the release expectations for an agent to complete over 3 1/2 days?
360 Calls, 12 Appointments Booked, 4 Presentations, 1 Sale, 12 Referrals Collected
What type of production are awards/recognition/convention based on as an SA?
F6
What type of production are awards/recognition/convention based on as a GA?
F6
If you opt not to use the FREE recruiting methods, how much $$$ will each hire cost you, on average?
Traditionally, it's been $100/hire although that cost per hire average has decreased in the past year or so
If your hire to code is high, what are some moments throughout the pipeline process you can invest more time/energy/engagement into?
XCEL Licensing Enrollment, Daily Study Room for XCEL Students, State Exam Registration, Sircon License Application, Module Orientation, Training Orientation, etc
How can you identify a pattern of unprepared releases in your training process?
No VIP 1's hitting the mark.
Or VIP 2's depending on how long it takes you to release them after you code them, which reveals another area of opportunity in your training process.
What amount of Net ALP does your team need to produce to win top SA?
$15,000 Net ALP
What amount of Net ALP does your team need to produce to win top GA?
$30,000 Net ALP
Assuming the averages, how many paid candidates do you need to set for an interview to replace yourself, SA's? GA's?
And knowing this total number, if you're contributing only the expected 15 sets per week, how long will it take you to replace yourself?
SA's: 600 Sets | 15 Sets = 1 Hire, 4 Hires = 1 Code, 10 Codes = 1 SA
40 Weeks / 10 Months To Replace Yourself @ 15 Sets Per Week
GA's: 1,200 Interviews
2 SA's = 1 GA
80 Weeks / 1 Year & 8 Months To Replace Yourself @ 15 Sets Per Week
Looking ahead to your MGA promotions, if you have 2 GA's helping recruit and they're both contributing the expected 15 sets/week, along with you as the MGA contributing another 60 sets/week, how long will it take you to promote an SA?
6 Weeks. (that's why if everyone contributes, everyone wins!)
What are the agent 12 month retention levels for producers who hit each sequential VIP?
VIP 1 = 25% 12 Month Retention
VIP 2 = 50% 12 Month Retention
VIP 3 = 64% 12 Month Retention
Bonus Question: What's the 12 month retention % for producers who never hit a VIP?
What qualifies you to earn your GA promotion as an SA?
Promote 2 SA's
What qualifies you to earn your MGA promotion as an GA?
Promote 1 GA w/ 15 hire pipeline