How would you rate your on boarding program for your new agents? I mean
1. your initial orientation procedure (do you have one)
2. A coach or mentor to work with that new agent from day 1
3. A start-up plan initiated from week 2
4. A training program to support the start-up plan–starts in their week 2
Go through each of these and rate yourself. Interestingly, few companies even have a complete on boarding program.Instead, they have a checklist that they go through with the new agent. Then, they explain that training will start in 4 weeks. Woops! My studies show that the majority of new agents expect a SALE within 4 weeks! So, if they’re not lead generating from week 2, how in the world will they get that early success?
The most important part of the on boarding process is the start-up plan. Do you have one? What’s your ‘bottom line’ for anA�ideal start-up plan for a new agent? Many managers tell me they don’t want to hire new agents because they’re too much work–and, too many of them fail. True. Yet, on the other hand, managers find it difficult to recruit seasoned agents who fit their profile, culture, and standards. One answer to this dilemma is to develop a start-up program for new agents that avoids the pitfalls associated with hiring new agents.
The Ideal Porgram Should Assure…
1. The new agent will succeed–fast (not this normal 50% failure rate!)
2. The new agent is directed by the start-up program–not a situation where the manager has to re-invent the wheel with every new agent
3. The manager doesn’t have to invest hundreds of hours in a new agent–only to find that agent fails
4. There’s direction from a ‘trusted advisor’–an outside coach, to save the manager’s time
5. There’s coordination and interaction between the ‘trusted advisor coach’ and the manager, so the manager isn’t left out of the loop
6. The new agent is challenged by meaningful activities leading to a sale, not just unprioritized busy work
What other goals should your ideal program provide you?
RefiningA�My Start-Up Plan
I’m doing the fifthA�edition of my best-selling start-up plan for new agents, Up and Running in 30 Days. I want to assure that it fulfills all the goals above–and the goals you have for me. A�Want to give me some feedback? Here’s aA�manager or owner questionnaireA�for you. Get it back to me by May 20, 2016. If I can, I’ll include you in quotes in the new edition, out in early 2017. And, of course, you’ll receive a complimentary copy of the fifth edition!
Want to share your observations? Click here for that questionnaire.
