1)  Recruiting Basics

This training is designed to get you going with building your team.  We are going to start with the fundamentals of building a duplicatable network of producers and builders that will sustain a long term retirement income for you.  Remember that everything you do must be LTD - Learnable, Teachable and Duplicatable.  So let's start out with the four basics of recruiting:  http://www.youtube.com/watch?v=--IYXqtD6C8

2)  Who Can We Call First?

Of all the skills, this one is the most important.  Key questions:

Who have you already talked to about this program?Who would you love to be on your team and chase this dream with you?

When you first saw this program, you will naturally think of people that you know that might benefit from this business.  This is where we can start.  After all, if it makes sense to you, will it not make sense to people that you know?​Please listen to this YouTube video of a training I did on a national conference call:  https://youtu.be/eZ9Z7LCgm1U

Here are two apps that will help you download your phone contacts into an excel spreadsheet format

iPhone:  MCBackup

​Android:  Contacts To Excel

These apps will help you assess who are people on your list that meet the category of who we would want to check interest with first - your top 25 to 50 sharpest people (your chicken list).

​

3)  Checking Interest With Warm Market

Let my credibility work for you 

This is the scary part for you typically but NOT for me.  I would recommend you let me call your list of people to check interest.  My approach is very laid back:

​"Hi Steve, my name is Alex Abuyuan and I own a financial company in Ohio and I was talking to your friend Joe and he recommended that I call you.  We have too many clients in your area and not enough reps to help them.  We are looking for FT/PT/AT (any time).  Pays well, $300-$500 a pop.  Do you know anyone that can help?"​

That's it!  They can say yes or no or maybe.  It doesn't matter.  All we are doing is checking off who is interested and who is not.  The one's that are interested, we get started for you on YOUR team; the one's that are not, we planted a seed for the future; and the one's that are "maybe's" we get them more info.  Easy peasey.  Let my credibility work for you.​

Where you have credibility with them

There is group of people that you are closest to you where it would sound weird that they would get a call from me and not you.  If this is the case then I would use this approach on them via text:​

"Hey Steve, I know someone who owns a financial company in Ohio.  He has too many clients in your area and not enough reps to help them.  He is looking for some FT/PT/AT people.  Pays well, $300-$500 a pop.  Do you know anyone that can help?"​When they ask what's it about, send them this video link for the short 3 minute overview:  http://bit.ly/abnhowitworks2​

If they continue to show interest, then tell them you can set up an interview with the owner of the company, then edify me (how long I've been in the business - since 1999, how many states I have agents - 35, part of a larger marketing team that does $100 Million a year).  Then schedule them on my calendar and when you fill it out tell me that it is your guy or gal I'm interviewing and some background on how you know them: https://bit.ly/AlexABNInterview

You can even text me that you have a warm market recruit on the line and if you can call me for a three way call?  That is the best approach!  My mobile is 937-554-2693.​

Why warm market recruiting works well early in your business is that you haven't done anything yet and can only rely on the credibility of the team out there already killing it.  I've made literally millions with my first two warm market people - Patrick Connors and Noelle Lewantowicz.  And they have made millions in the business already and I feel so blessed that I had something to do with that!​

Final word on warm market recruiting - while you believe this opportunity would be perfect for all your friends that are complaining about money, don't be put off when you get the not for me thing.  It's all about timing.  You planted a seed that may come up in the future.  But don't let your success be determined by your friends saying yes or no to this.​​

4)  Cold Market Recruiting

Okay so now you've run out of all your warm market people.  Now it's time to jump into the foray of cold market recruiting, which really isn't that much different than warm market recruiting.  The main commonality is checking if someone is open to making money and then checking if they are open to making money the way we make money.  The only difference is the way we source those candidates.  

​Sourcing Candidates

So think about it, if you didn't come to us through warm market connection, how did you?​  ZipRecruiter ad?  Indeed ad?  Email checking your interest?  This is where your creativity is required.  But sourcing candidates in many cases will require an investment.  Another reason why warm market works is because it is free.  Also cold contacting people you meet along the way is another way to meet some real sharp people for free so be open to sharp people around you - even clients

Tip on cold contacting

When you get into a conversation with someone sharp that you might think is a good match for us, pretend to walk away after saying good-bye, then turn around and say something like this:

"Bye the way Joe, you seem to be a pretty sharp person.  I have a friend of mine that owns a company in Ohio and was looking to interview some potential partners to expand in this area with companies like AIG, Transamerica and Mutual of Omaha.  You open to speaking with him?"

(if yes) Great, how would he be able to get in touch with you?"

Then get their info and send it to me to call them.  Tell them to expect a call from a 937 area code.

​Turn-key ways to source candidates

Here are the ways that are working for us:

ZipRecruiter

The Alliance makes available ZipRecuiter ads you can place for $75/Mo per city you want to recruit in. We get a great response to these ads. You just have to repost your ads every week to keep it at the top of the search engine. Contact Ginny to find out more about how to sign up for this.

Preset Interviews

The Alliance has a preset interview appointment system where they will book your calendar for interviews with people that have responded to their website. Each appointment costs $15, whether they show up or not. The show rate hovers around 60 - 70 percent. You still pay whether they show up or not. You just give them the time slots open on your calendar and they will fill it up. Contact Ginny about this program

5) Interviewing Your Candidates

The interview is a basic skill that you will improve on naturally as you continue talking to prospective agents.  So don't worry about being perfect at it.  We have a saying, "you can't say the right things to the wrong people and you can't say the wrong things to the right people".  If it's right it's right.  So don't put any pressure on yourself that you're going to miss out on your next awesome agent on your team.  Just find the winners out there by sorting through everyone. 

You don't make them, you find them (and then get out of their way).  Also do not feel the pressure that you need to be the expert in everything before recruiting them.  We are the experts and the system is what will teach them.  You are the conduit to the system for them.  It is not important that you be their training resource.  It is most important that you are the ultimate inviter to the system - inviting them to attend the webinars, conference calls, hotspot meetings and training functions.​

Be a Screener

Please start out by being a "screener", screening out people who are not interested.  These are the popular reasons for people not being interested:

- they don't want 100% commission (even if they can do it part time).

- they don't want to study for a license or spend their own money on getting a license

- they don't want to meet people in their homes

- they don't have transportation they don't want to be in insurance sales or outside sales

These are the popular reasons people want to join us​:

- they crave independence and have a strong entrepreneur streak

- they need to have a side gig to make ends meet they are sick and tired of working for their current employer

- they've heard of rumblings of layoffs and want to hedge their bets they've played with the idea of being in financial services in the past and now is the right time to jump in

- they love the idea of not having to sell their family and friends and want access to a lead program

- they want to try something new

- they want do something that will fill in the time holes they have in their calendar and this might be compatible with what they are currently doing (like realtors or accountants etc.)

​Final Interview

Once you find out if they want to get more information, then book them on my calendar for a final interview. Tell them you can set up an interview with the owner of the company, then edify me (how long I've been in the business - since 1999, how many states I have agents - 35, part of a larger marketing team that does $100 Million a year).  Here is a short video on the power of edification - https://youtu.be/DQHMfosFkpM

Then schedule them on my interview calendar and when you fill it out tell me that it is your guy or gal I'm interviewing and some background on them or paste their resume into the additional info block so do not give them the link to book me, you do it for them with them on the phone to find a time. Here is the link: https://bit.ly/AlexABNInterview

Here is a good basics training on how I interview people:

https://youtu.be/MgnKtUd_CqA

https://youtu.be/ENuzybHSbw8

6)  When They Need More Information

Should your candidate need more information before making a decision here are some ways to provide them more information.​

• Send them to a local hotspot meeting. Check the ARC under hotspots to find any local meetings they can attend.

• Invite them to one of Andy Albright's zoom calls such as the TWC on Wednesday or the Friday Activity call.

• Send them some of the Alliance videos on youtube to give them a sense of the company.

• Send them the latest leader boards from the ARC.

• Book them on your manager's calendar to do a final interview.

7)  Following Up and Getting Them Started

This is the crucial step in getting an agent started.  This is where you can make or break your opportunity with your new agent.  This is where we do the LWAC process to get them started.  Check out this video on the LWAC:  https://youtu.be/j11LwKtbav8​So

The main objective is to get their business started by getting a list so we can call to help them start their agency and at the same time get them started by getting them into license class.  It would be wise to listen to your upline manager or team leader do this for you with your warm market people on a three way call so you can start learning this valuable skill.​

The List

We do exactly for them what we started with you at the beginning of this recruiting training - build a list with them.  Just like with you, we need to help them put their top 25-50 sharpest people using the methods in step 2) and 3) above.  Again, listen to your upline manager or team leader do this for you so you can duplicate them.  The ultimate way to do this is to meet with them in their home and start the relationship building process and also start calling their list from their house.​

The License

XCEL Solutions is one of the nation’s most trusted providers of test-prep solutions for insurance industry licensing exams. At the end of the day, it’s all about pass rates. Our courses are built around questions similar to those historically seen on state exams. By teaching candidates to focus only on the most relevant curriculum, we offer a streamlined approach to passing tests on the first attempt. It includes a blended learning path for all learning styles.

Get started today for only $49.99 with discount code: NAA100

Click Here to get signed up: https://www.xcelsolutions.com/

Three Part Training

XCEL Solutions offers a unique three-step training program instructionally designed to prepare your candidates to pass the first time.

Part 1: Pre-Licensing Course

Our Pre-Licensing Course satisfies all state insurance pre-license requirements, allowing candidates to pursue the state insurance exam.

Part 2: Prep Review Course

XCEL’s Prep Review Course uses the same outline and format as the Pre-Licensing Course. The content is scaled down to focus solely on the most important material.

Part 3: Exam Simulator

There are three exam simulators weighted identically to state examinations. Scores of 85% or greater are considered passing scores. Each Exam Simulator must be completed to unlock the next exam module.

Build Their Belief Through Events

One of the most effective ways to get them plugged in is to get them to the next major event.  It would be a great example to let them know that you are attending that event as well.  Check out our major training events that the Alliance is offering for you to learn and earn! https://theallianceevents.com/events

- Any Andy Albright boot camp event​ or hotspot is perfect for a new person to go to in order to see the success level around them with real people. https://theallianceevents.com/hotspots 

​