If you ask sales managers how to develop rookie agents into consistent producers, you will probably get a different answer from each one.
At AmeriLife, once new agents complete a four-day orientation class, they report to their local insurance office.
Once there, general managers generally take the following steps:
- Sit with the agent to get a sense of the skills they acquired and see the appointments they set during the class;
- Address any concerns the agent may raise about their ability to do the job;
- Pair the agent with a senior colleague or branch sales leader as a mentor;
- Send the new agent out on appointments with veterans to observe and learn;
- Ensure the agent attends any morning training sessions in their location and takes advantage of the online courses and videos available through the Agent Dashboard; and
- Keep the newcomer focused and busy during their first 90 days, building the framework for their practice.
Success breeds success
More than one AmeriLife sales agent who did exceptionally well in their first year has said surrounding themselves with successful people was the key to their strong performance.
Newcomers quickly learn from highly motivated colleagues to set aside time to make phone calls and schedule appointments, and adjust their schedules to their clients’ availability.
They also must listen to and understand their clients’ needs. How else would they know which products to suggest?
Once they make a sale, good agents do not forget about their clients. Rather, they build a relationship with the individual or family that, if nurtured and maintained, could last a lifetime.
Training versus doing
As you can see, the process AmeriLife uses to teach agents combines instruction, mentoring and shadowing.
It involves orientation classes, in-office sessions in some locations, and online modules and videos, together with one-on-one conversations with general managers and branch leaders and pairing rookies with veteran agents on sales calls.
In other words, it is a mix of information and active participation.
The AmeriLife process helps the newcomer settle in and become comfortable in their environment, align them with the AmeriLife business model, and help them achieve initial and sustained success.
Learn more about becoming an AmeriLife agent .