Advisor recruiting is just as easy as it has always been

How long does it take for the average person to become a life insurance professional? …Wrong!

The average person will NEVER become a life insurance professional. Every successful advisor is way above average.

Yet, industry observers lament that TODAY’S young people don’t flock to join the ranks. This is not at all new. My mother cried when I gave her the news. My dad thought I was nuts to leave a government job. And selling insurance wasn’t high on the University Job Placement board either.

Building a life insurance business is not for everyone. But for the right one, it’s everything.

So, we don’t need a magical solution to this fabricated problem. We need qualified recruiters to properly select the very best candidates. They must find, encourage, and maybe even cajole the right people to take a chance on a role that has at its heart, talking to people who don’t want to be talked to about a topic they don’t want to hear. Think about that for a minute…

And attracting them is not enough either. They must be selected for potential success and then started quickly so they can see the reward of their diligence.

They need more focus for better success early too. The role has become far too technical, broad, and administrative to get the people who can really win. For instance, just servicing a book of business won’t attract the best people to grow the industry.

Insurers must help too and not just “harvest production from producers”, as one senior executive once told me they wanted to do.

You see, when being an advisor is a relationship and focused benefits business, it finds the right people on its own. And product belief and the entrepreneurial mindset is critical to being a life insurance professional.