Managers Magazine articles from May 1992

Managers Magazine archives from May 1992

The ABCs of recruiting through nominators. (Back to Basics)
May 1, 1992... Since our priority in management is still recruiting, it makes sense to try to maximize the time we spend prospecting for new agents among the existing sales force, centers of influence and friends and associates. However, to make it...

Agent training, A to Z.
May 1, 1992... One of the greatest mysteries I have encountered in my 18 years in the life insurance industry (eight as an agency manager) is the lack of training and development provided by some field managers for their agents. I never cease to wonder how...

Taking the helm: how to proceed when taking charge of an agency. (Cover Story)
May 1, 1992... When called on to become an agency head, we often do not inherit the best of situations. Usually your opportunity has presented itself because of a recent failure, retirement, death or promotion. The first two cases, failure and...

Selection economy: use seminars to increase your productivity.
May 1, 1992... Seminars can help you spend your time economically when selecting agents. Seminars help us select out poor candidates and to do the most economical things first. Seminars can help you place a greater emphasis on objectivity and...

Reaching higher: recruiting and selecting advanced sales agents.
May 1, 1992... Building a successful life insurance agency requires that you carefully recruit and select agents who possess certain key traits. While these traits should be present in all of the candidates you interview, they are especially needed if you...

9 steps to success. (part two)
May 1, 1992... Last month, we discussed the first two steps in the Nine Steps to Success: 1. Effective prospecting 2. A good telephone approach The final seven steps that I will discuss in this article are 3. A strong first interview 4. Taking confidential...

Good news for recruiters. (Managers Handbook)
May 1, 1992... Recruiting, the perennial challenge, may prove to be a bit easier in the years ahead. The following trends have surfaces and each presents distinct opportunities for recruiters who are smart enough to capitalize on them. There are fewer...

Performance standard questionnaire. (Managers Handbook)
May 1, 1992... There is a basic formula that can help us to understand the influences behind performance: SKILLS/ABILITIES (prospecting/sales skills) x VALUED OUTCOMES (business/personal goals) x JOB EXPECTATIONS (what do I expect/what do others expect) =...

Be there for your people. (general management) (Managers Handbook)
May 1, 1992... When people are polled on what they want most from a boss, one answer almost always appears among the top few: " A boss who is there for me." What does this really mean? COMMUNICATE Debby considers her boss, Linda, the best boss...

This month's focus: prospecting. (part five) (Managers Handbook)
May 1, 1992... According to LIMRA research, when failed agents were asked what they found most difficult about selling life insurance, the answer that was mentioned three times more often than any other was prospecting. Successful agents develop...