Chapter 7 of How do You Recruit The Right Final Expense Agents?

How do you know when it is the right time to start building your team, and how do you know who to recruit? I think back to when I first saw my recruiter and how perfect he looked in his dress blues, white gloves, perfect shaped cover in his hand, nice high and tight haircut, and just squared away. He knew exactly what to say and when to say it.

“What’s up, Stud?”

as I’m walking in the hallway with my girlfriend Danielle Phillippe, but he knew that would make me feel good about myself. He was making me feel like I was part of the group before I was a part of the group. I was cool! He had this SWAG about him. This confidence that he was on a little bit higher platform than others. He wasn’t better than anyone, but he was and I wanted to be like him. It was over.

Does your manager have that SWAG? Do you? How do you get it? The only thing I can tell you is do not rush it. I have never seen a top performer who can manage, recruit, train and lead. There are a few of us left in the industry, but it is a talent.

You can be assured that your manager has the hardest job in the world. Why? They are responsible for you and whomever else is direct to them. They then get the crap from the top down that you do not see. So look up to your managers - they earned it.

• When to know when to recruit

• When you bring on agents, there are somethings you should be aware of.

• You make a commission on what they sell. that’s awesome

• You are in charge of the good and the bad

• What happens if they don't make it and they have 20 chargebacks, who pays for it?

• What happens if they hire agents and they all move to another company.

• What happens if they fail?

There is more to hiring an agent than just making a profit off of them. A lot of time I see people recruiting friends and family and I’ll tell them not to bring them on until they want to come on. You can’t have them quit their 50k job and make the jump when you haven’t made it yet either. You have to write your story.

You have to make enough in residual income to pay any debt you might accumulate if an agent doesn't make it. Who pays the lead debt from the agent whose balance is $2300.00? You do! The people above you don’t mind that it’s that high because they made their $3000.00 off the agent, and now that he’s gone you have to eat the debt. You won’t see too many managers say, “Hey, I’ll eat that debt for you,” nor should they. We’ve all ate debt and that is how you learn who to hire, or almost like who not to hire.

Talk them out of it, and the one who you can’t talk out of not coming on board is the one you want.

These are the qualities I look for in an agent: Remember this is not what I look for in managers. We’ll talk about that in my next book for managers.

Has the person been #1 at something? I don’t care if they were first chair clarinet in jazz band. Were they #1? If they weren’t, then don’t hire them!

Are they competitive? Bodybuilders are! Point guards are, QB’s are, straight A students are, and lead drummers are. I’ll tell you the worst managers: bodybuilders. They focus on them, and it’s hard to get them to see the light! There is one out there who has done well, but not too many! Ms. Cano!

Are they asking what the hours are like? They should know what the hours are like. What time are the lights shut off here? That’s what I want to hear! What time does the alarm go off?

Are they coach-able? While you’re talking, are they stuttering to get their words in because they can’t shut up long enough to hear you? Get rid of them!

Did they show up on time? Do they say, “Yes Sir,” and “No Sir,” did they iron their clothes, etc? Hire them.

Did they show up and ask how fast they can get paid because their rent is about to go three months behind? Don’t hire them. Let them know your that company takes two weeks to get paid and see if you hear from them.

Was their car falling apart or on empty? Ask them to give you a lift up to the gas station. If they have a month's worth of coffee cups, four dip cups, McDonalds all over the back seat and no room for you to sit, then don’t hire them! Trust me, not one of them have worked out.

My favorite is the guy who worked at every place in the world, was #1, was a VP of SALES and knew everything in the world. He even knew the best direction to hit in every town you went through. Go ahead and pull over and let him out of the car.

Last but not least, does he have the presentation and materials you asked him to have on day one memorized, or was there a good effort? If there is any excuse whatsoever, then fire him or her on the spot. You’re wasting your time.

You have to be ready to manage, and that means mentally and financially. I was thrown into recruiting and training six years ago with three months in the business. Was that the best thing that could have happened to me? No! I should have been selling for six months before I even hired anyone. Lesson learned, and it made me who I am. I had a 75k team 12 months into the business. I recruited 130 agents in 30 days the following journey and we we’re hitting 100k a week in 60 days.

Leads ran out and we were offered a better contract. I’ve learned the lessons you don’t need to learn. Take your time when it comes to hiring people. Do not think someone is going to just give you someone and lose money out of their paycheck. There is a reason why they are giving them to you. Interview that person hard! Make sure you would hire them based on the above. If you don’t like them, then don’t take them. PERIOD! You’ll eat so much debt. Hire the person you want and are comfortable with.

Never fall in love with your agents. Unless they are hitting 15k a month, you must treat them fair and firm but no differently. I don’t favor the new guy over the old guy. Take care of those who are hitting it or stood with you, but don’t forget that you’re just the step in their career. They will stab you in the back faster than you can shut this book.

So, keep it professional. Hire the person you trust and will put the time in with or just remain an agent. You can make a killing in this business by just being an agent!

An agent can make you a lot of money. The can cost you a lot of money as well.

Tip:

If you can't or think you will like an agent and want to work with them everyday for 6 months- Do not waste your time or theres. Move on to the next one.

There are plenty. Once you do find that ONE agent you want to work with. Give them everything you have- because they deserve it.