Whether youre looking for new agents or new clients, the key to finding them is effective prospecting. There are numerous ways to go about prospecting. Some of them are active methods, while others are passive. Active prospecting methods are things like Personal Observation, Public Speaking, Agent and Client Referrals, Networking, and Centers of Influence, while passive methods include using the internet, newspaper advertising and direct mail campaigns. Both passive and active prospecting will produce results, however they differ in efficiency and effectiveness and understanding those differences will make all the difference to you and your results. Passive methods are easy to implement, but are actually pretty inefficient. Please understand, these methods do produce results and can uncover fantastic people who become great agents or clients, but generally the quality of results is poor. When these methods are implemented, plenty of activity is generated, but few prospects become agents or clients.
The passive methods appear to be very efficient, but they produce so much worthless activity that they become extremely inefficient. Active methods, on the other hand, take more time on the front end, but because they are so much more effective end up being much more efficient. They are so much more effective because interviews/meetings are only generated with people who have an interest in working with you, and share your purpose and passion. Agents often coming on board because they identify with you and what you stand for, they see it as a good opportunity to build a future, and they see the opportunity as one that offers unlimited financial growth. Clients decide to work with you because they see who you are, and identify and respect you and what you believe in. Not only are active methods more effective, but agents who are recruited through active methods historically are better producers and clients created this way are more loyal. Why Active Prospecting Is More Effective For Recruiting: A key to a successful recruiting program is to effectively identify candidates with an owner mindset.
Candidates with an owner mindset are better at taking initiative while candidates with an employee mindset are better at taking instruction. Candidates with an owner mindset are self-starters who recognize the correlation between their success and the amount of effort they put forth in fact, they thrive on this. They take initiative, they think independently and they tend to succeed when theyre given the freedom to do things their own way. These are the kind of candidates that make up the foundation of any winning sales force. Active recruiting allows you to better identify candidates right from the start who are inclined to be owners rather than employees. People who respond to recruitment advertising are generally looking for something better than what they have. Either theyre unhappy with their current situation or they have no job at all. Now think about whether youd rather have a prospective agent who is happy and productive where they are or someone who is unhappy and maybe even unproductive where they are?
Most territory builders would always prefer a candidate who is already productive and happy. They want someone who has a positive attitude and good work habits. This is a prevalent challenge within the industry. The cause for this issue comes from how the agents were recruited. Not only are many agents recruited through advertising, but, often what the manager is passionate about isnt communicated. Without a worthwhile purpose, its pretty difficult to attract and keep the right kind of people people who are happy, energetic and highly productive. In case you doubt the validity of this observation about the power of personal attraction, look over your agents and see who the highest producers are and/or the ones who are most responsive. Typically theyre the agents you personally recruited rather than the agents you inherited. When you actively recruit, you create the opportunity to let a candidate see what youre about – what matters to you. You end up attracting like-minded people.
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