Page 157 - The UnCaptive Agent

130 THE UNCAPTIVE AGENT

them though I have colleagues who have had different
experiences. I have had good success using Kolbe™ pro-
files and the Gallup Organization’s Strength Finder™
diagnostics. But far and away, the best tool I have used
for understanding what someone is capable of is Culture
Index™(CI). CI is sold as an all-you-can-eat testing
system: and thus, can be expensive for a startup. We
offer its use to our member agencies, which is another
reason why Agency Development Organizations can
be useful to a startup.
The last consideration in hiring a new producer is
to make sure they understand clearly what your expec-
tations are for revenue production. You need to have a
plan for this producer just like you have a plan for your
business. This producer will cost you a great deal of
money before he breaks even. You need to be clear what
return you expect on this investment. I have found that
my Sales Forecasting Tool, which you can download for
free from my website at www.oneagentsalliance.net, is an
excellent way to develop your plan for the producer as
well as educating them on the activities they will need
to perform in order to make the income they desire.
Remembering that there is a high failure rate for pro-
ducers in our industry, it’s important to have a good plan,
an adequate salary base, and also to remember the old
maxim—hire slow, fire fast—in order to maximize your
chances at success with producers. I often ask producers,
“What is the best day to lose a sale?” To which the answer
is, “Today.” In other words, you never want to be in a
position of throwing good money after bad, and I would
say the maxim applies in spades to the agency owner. The
very first day that you have doubt that your producer will
work out is the day you should let them go.
One final point about hiring producers: it concerns
management and the skills required to do it well. It is