Archive
How to Recruit Talented People to Your Agency #1
Let’s get one thing clear at the start. Recruiting new talent is not the way it was 30 years ago. Today, you are being interviewed just as much as you are interviewing. And, it’s not just you as an agency. It’s you as an industry.
The first thing you need to do to start down the road of hiring talented people for your agency is answering the question – “Why insurance?”
How would you answer that question if you were asked by your “interviewee?”
You need to show these people the rewards and values they receive from being part of the industry. It’s harder than you think. The industry has done a good job of turning insurance jobs into geeky commercials portraying price only. Granted, a few talk about coverages and protection, but the image is overshadowed by kookiness. You need to introduce reality.
- Insurance is truly about protecting lifestyle (personal lines)
- Insurance is truly about protecting blood, sweat, and tears….and money (commercial lines)
- Insurance is truly about protecting sustainable income (life and disability)
- Insurance is truly about protecting dignity (long term care)
You need to use language that promoted the real value to the client…the real rewards received. If they think insurance is only about geckos, goofy insurance geeks, a perky woman who knows nothing about insurance, and things blowing up, you’re off to a bad start. You’re also in trouble if you only talk about yourself and your agency. Focus on the value they will be providing others. That’s job #1 and gets overlooked more often than you might imagine. Practice and prepare for your next interview.
Copyright 2013 Dan Weedin. All Rights Reserved
Crisis Case Study – Rutgers University
I was in New Jersey this past week for a couple of speaking events when the Rutgers University Men’s Basketball debacle hit the national headlines. For those of you who missed it, Head Coach Mike Rice was shown in videos of practice verbally and physically abusing players. He was throwing basketballs at them; punching and shoving them; using gay slurs; and literally acting like a maniac. The video was made available to Athletic Director Tim Pernetti back in November, 2012. At that time, rather than fire Rice, he tried to rehabilitate him through a $50,000 fine, suspension for 3 games, and mandatory anger management treatment. Next thing you know, ESPN’s Outside the Lines program is showing the world the actions of a coach gone mad. The reaction from the sports world was harsh to say the least, and also drew the ire of New Jersey Governor Chris Christie. Rutgers is New Jersey’s most prominent state school, and this was a crisis that was spreading like a wildfire.
In the following days, Rice was fired; his assistant coach resigned; AD Pernetti resigned; and the President is under fire. As I write this, I am listening to the press conference by the president. According to Pernetti in his letter of resignation, they followed advice from the University’s Human Resources Department, Legal team, and outside counsel. He regrets now the decision of rehabilitation over dismissal. He wishes he had it to do over again because he would change his decision. Hindsight tells us that he should have known these tapes would be leaked. In today’s world, things like this never stay silent. But, that’s hindsight. Let’s use a little foresight for you.
Crisis doesn’t have to come in the form of a windstorm, fire, or data breach. Your reputation as a business or organization is priceless, and may be more impactful to your bottom line than those other examples. For Rutgers University and its President, board, and leadership, this is a train wreck. Now, all eyes are on them on how they diffuse and react to the situation. It gives us a chance to learn from them.
Here are a few tips and suggestions on lessons learned…
- Understand plainly that electronic and written communications and information rarely will stay private. What is written in emails even securely (see David Petraeus) can and will come to light, and is usually damning to you and your organization.
- Poor behavior of employees and leadership will be held to account by your clients, prospects, investors, key stakeholders, community, and the media. You need to be prepared to respond to it publicly.
- You should have behavior clauses in your employment agreements regarding poor behavior, including what might be done or written on social media.
- Silence after a crisis like this is bad. You need to be proactive early. In the Twitter and Facebook world we live in, public opinion can be swayed and determined very quickly.
- Practice for events like this. Role play mock interviews and press conferences and hope you never have to perform them live. At least with practice, you can work on your game.
- Respect and have empathy for those who have been injured in the debacle – whether physically or mentally. The wost thing you can show is arrogance or indifference. Contrary to what you might have heard, apologies are not only acceptable, but necessary if they are warranted.
- Do the right thing. Legal and HR have value, but if the right thing to do is fire someone because their actions were intolerable, then you fire them.
- You better be good at public speaking. When issues related to bad behavior in your business pop up, you can bet you will have to address them to the media. You’d better have some skill in this area. If you don’t feel like you’ve “got game” in that area, now is a good time to change that…or delegate it!
I’m not hear to throw Rutgers under the bus. The leadership has acted pretty swiftly for an organization like this. The post event decisions seem to be good. This article is more about what you can learn as a business owner, executive, or organizational leader. Now, some of you might be thinking, “This stuff doesn’t happen to me. I’m just a small business owner.” That’s where you may be tragically wrong. You may not end up on ESPN or CNN, but a bad report in your local paper or television station can be just as devastating. Don’t think it happens? Spend some time reading your paper.
Bottom line – Bad behavior happens all the time in many organizations. You need to be prepared as the leader to prevent it through education and consequences; mitigate damage if it does happen; and bring your team together to move forward after it’s calmed down.
© 2013 Dan Weedin. All Rights Reserved
Are You Walking the Talk?
Hey insurance agents! Are you walking the talk when it comes to crisis and risk management? Are you being a role model for your clients, or are you in even more trouble than they are if you suffer a crisis?
Bottom line is that you need to be better than any of your clients. That’s what their minimum expectation is. When they call, you’d better be able to pick up the phone.
I just wrote this brief article for my blog to business owners. It applies to you, too. Maybe even more!
I just got done speaking to a tremendous group of women business owners and executives in New Jersey. They just went through a devastating storm last October that was unprecedented in its impact to communications, transportation, and power loss. We spoke about that storm, as well as other crises that can impact their businesses like – loss of power, data breach, and employee issues.
Here is what I heard loud and clear from them…
- They want to improve their ability to communicate to employees and customers in a crisis. That means setting up layers of redundancy in case of loss of power, email, cell phones, or whatever other methods are being used.
- They want a plan that is in place to deal with any crisis that comes around the bend. It must be something that is repeatable, intentional, and practiced.
- Speaking of practice, most business owners and executives rarely set out practice plans (i.e. fire drills or corporate war game scenarios). How do you know it works if you never practice?
My recommendation is to set up a 3-step process for disaster planning…
Step 1 – Set a budget to include insurance premiums, outside consulting help, technology, and internal controls. This will be different for everyone due to insurance premiums, number of employees, and perils.
Step 2 – Go through disaster and crisis prevention response and planning. Allocate at least 8 hours out of an entire year to do this and re-commit annually.
Step 3 – Buy the insurance, monitor your plan, then relax and do what you do best in your business.
You can drive yourself crazy and easily drift into analysis paralysis if you allow yourself to. Make the process simple and move forward. The problem for most businesses is that they never spend the fraction of the time they need to prepare. Doing this little process by itself may save you tens of thousands of dollars, if not more.
© 2013 Dan Weedin. All Rights Reserved
Extra Points – Leadership in Crisis
Leading in Crisis.
I am currently the president of the school board in my community. We find ourselves in the unenviable position of closing an elementary school. As with most “business” decisions, the reasons surround lack of funding, declining enrollment, and buildings not operating at capacity. In a normal business situation, the answer is easier to make and implement. When you’re dealing with such an emotional issue as one’s school, it turns into an excruciatingly emotional and arduous decision.
As you might imagine, there is a diversity of opinion and emotions run deep. The concern for divisiveness and bitterness are very real and likely. As a board, we receive emails, phone calls, letters to the editors, anonymously posted blog comments, and public hearings. There is an equal number on every side of the issue. Not everyone is or will be happy. And so goes leadership in a crisis situation.
If you’re in a leadership position, whether with your own company, non-profit group, or civic organization, you will face crisis. You will be judged, praised, mocked, misunderstood, and misquoted. How do you deal with it?
Ultimately, you must make the best decisions you can with the information you know; be empathetic to those who are adversely affected; keep a professional demeanor; seek opportunities, and communicate clearly. But the most important thing you can do in any crisis situation is to keep perspective and stay calm. You’re the leader, and although not everyone will agree with you and your decisions, you still must guide the ship through the storm. In the end, how you take care of your people is your role. How well you do it will determine your success.
(Note – this is in tribute to the 43 men who have served as President of the United States on this President’s Day)
© 2013 Dan Weedin. All Rights Reserved
This week’s quote -
“You don’t lead by hitting people over the head – that’s assault, not leadership.”
~President Dwight D. Eisenhower
Webinar: Create Your Own Crisis Prevention Plan for Business – February 22 Register
Register today for Alan Weiss Almost Free Event in Seattle on May 2nd. It may be his final visit to the Pacific Northwest. You won’t want to miss it! Register
Errors of Commission: Episodes 8-10
Episode 8: Dan Weedin discusses two hot topics – recruiting talent to your agency and planning for succession. These are two reasons to consider switching to a salary plus incentives form of producer compensation.
Episode 9: Dan Weedin answers a question on how salary plus incentives compensation affects your “rainmakers;” your top earning producers.
Episode 10:Dan Weedin finishes his speech with a story on why everyone wins in a non-commission based compensation program. The client, the agent, and the agency owner all come out on top.
© 2013 Dan Weedin. All Rights Reserved
Errors of Commission – Episode 7:
Dan Weedin tells agency owners why salary plus incentives compensation of producers is good business for them.
© 2013 Dan Weedin. All Rights Reserved
Errors of Commission: Episode 6 – Fear, Loathing, and Desperation
Dan Weedin talks about why a salary plus incentives system of compensation is a better for the confidence and morale of your producers. Less anxiety and desperation equal more confidence and success.
© 2012 Dan Weedin. All Rights Reserved
Errors of Commission: Episode 5: All About Trust
Dan Weedin emphasizes how trust is the most important and critical factor in insurance sales. Commission-based compensation is counter to helping enhance trust.
© 2012 Dan Weedin. All Rights Reserved
New Rave Review
I just received a very nice testimonial from one of my excellent clients. I like to share these because you never know when the value received by someone else sparks something. Is there a project or initiative that has stalled in your organization that needs to get a boost, a push, or even a big, old kick in the pants?
If so, we should talk. Don’t take my word for it. Listen to my client, Ryan Fournier (President, Fournier Insurance Solutions). Thanks, Ryan!
“The value we received from working with Dan can be summed up in one word…..Focus! Everyone knows how easy it is to get distracted in business. With Dan’s help we moved a major project forward in a matter of 60 days that we had been discussing as a management team for the last 3 years. In hindsight it is easy to see the return on investment of engaging with Dan. Hard work is never easy, but Dan helped us channel our focus and determination to implement the change we needed to become a better organization going forward.”
© 2012 Dan Weedin. All Rights Reserved
Errors of Commision: Episode 4 – With Change Comes Opportunity
Dan Weedin discusses how to be a change agent in your agency. Motivation is all about WIIFM – What’s in it for me. Find out what’s in it for you with this video!
© 2012 Dan Weedin. All Rights Reserved