In my previous article I mentioned that recruitment is a process (Click on this link for the article https://www.helpindiainsure.iistpune.in/2025/10/23/super-sellers/). Every process consists of stages, with each stage having its own set of activities. In the recruitment of agents, the work of a unit manager/ development officer is to manage the activities. When the activities are well managed, the results will come.
So, what are recruitment activities. Let me state them briefly.
- The first stage is to look for leads. Leads may come through references or otherwise.
- Once leads are received, we should set up a meeting with the lead
Rarely does a lead agree or reject agency in the first meeting. So, we have, say, 2 or 3 meetings
3. In the first meeting sell the idea of agency, but do not ask for confirmation
4. In the second meeting describe the skills required to sell life insurance
5. In the third meeting, seek a response of yes or no for your proposition
But the activities to recruit agents does not end here. It continues.
6. Coach the agent on IC 38, one or two products and proposal form
7. Make the agent visit 20 to 25 people he or she knows to inform them and seek their blessing for the new career.
8. Motivate the agent to complete at least 2 or 3 policies on the day of coding. This is the agent’s Muhurat.
9. Nurture the agent for the first 100 days through joint calls, selling skills, preparing a list of 500 prospects and product presentations.
Follow the Process and agents will follow
As a development officer/ unit manager, your job is to undertake the activities with each candidate in the sequence mentioned. Some your leads may fall out at the first step, some in the second step. Candidates will drop out anywhere between steps 1 to 5. Some may even drop out after coding. This should not worry you. Approach the task of agency recruitment, knowing fully that out of 10 candidates met, 1 to 3 may join you.
This therefore requires a working system that gets you a large number of leads every day. Recruitment of agents requires you to spare at least 2 hours everyday to carry out the activities mentioned above.
This is what you will learn when you join the unique, tried and tested method of IIST’s Recruitment Ki SHAKTI course. Visit our website https://www.iistpune.in/recruitment-ki-shakti/ to know how we can help.
More tips in my next article. Look out for regular articles on agency recruitment.