How to Recruit Life Insurance Agents

There is nothing so good that it doesn't have to be sold. And life insurance is definitely sold, not bought. Most people don't wake up in the morning and make a conscious decision to buy life insurance. Your life insurance company or agency is only as good as its professional salespeople. The No. 1 driver of success is solid recruiting practices and retention of successful agents.

Network Within The Insurance Industry

Join your local chapter of the National Association of Insurance and Financial Advisors (NAIFA) and the National Association of Health Underwriters (NAHU). Your best prospects are people who already sell insurance. They know how hard the job is and they don't need to be baby-sat. Be visible in your local chapters. Volunteer for committees. If you are a respected leader in the chapter, people will want to work with you.

Attend networking events. Join organizations such as the Chamber of Commerce and community service organizations such as Kiwanis and Shriners. These give you a chance to meet and evaluate other people in your community in an informal setting -- many of whom will be open to a career change.

Reach career changers. You can do this by placing ads in targeted publications for professionals. People leaving the military can make excellent prospects, as they frequently have drive, discipline and organizational skills and are often experienced leaders. You can reach these and other career changers at job fairs and seminars for career changers.

Sell the dream. As a life insurance manager and recruiter, you have to sell the idea of unlimited income potential, ongoing streams of residual income and the freedom to be your own boss. What's more, you have to keep selling it -- especially when an agent is going through a tough time and in the challenging early years of her practice.

Provide a mentor to younger and newer agents. Nobody succeeds by himself. For your agency to grow, you will need to encourage your senior agents to do joint work with newer agents. Make sure it's a win-win situation for everyone concerned.



About the Author

Jason Van Steenwyk has been writing professionally since 1998. A former staff reporter for "Mutual Funds Magazine," he has been published in "Wealth and Retirement Planner," "Annuity Selling Guide," "Registered Rep." "" and "Senior Market Advisor." He holds a Bachelor of Arts in humanities from the University of Southern California.