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Finding Key Employees to Drive Agency Growth

As a leading national recruiter to the insurance agency/brokerage industry not a working day passes without being asked about recruiting, hiring and keeping quality producers, sales leaders or practice leaders.

Over the next few weeks, we will send out three email newsletters that speak to this topic. The information presented comes from discussions with Top 100 brokers (Business Insurance) and have been reinforced by third party sources including the Harvard Business Review (2011).

The three emails newsletters will include:

  • Finding key people to drive agency growth.
  • Retaining key employees.
  • The hiring process and use of recruiters.


  1. Determine your hiring needs prior to the beginning of each year, according to your business plan. In short, build bench strength early and avoid hiring due to an employee departure.
  2. Create a target list of prospects in the community and set-up an employee referral program with bonuses for hired staff.
  3. Create an on-line recruiting plan and be pro-active in reaching out via network sites (linkedin, etc).
  4. Understand how you firm stacks up vs. the competition and be realistic when doing this review. A few areas to asses would include:
    1. Office environment.
    2. Staff (attitudes, experience, technical abilities, education, etc).
    3. Career growth.
    4. Resources of the firm.
    5. Name and reputation of the firm in the community.
    6. Compensation (salary, bonus, deferred comp, benefits, other).
  5. Create a Word, PDF or PP Document to highlight your firm to potential new employees.
  6. Have a professional website and refer to that location for information gathering.
  7. Have your current staff involved in industry networking groups.
  8. Ask clients for referrals to competitors.  
  9. Post ads to industry specific websites and/or create discussion groups on networking sites.
  10. Hire a professional recruiter (will discuss further in a later newsletter)

To discuss any of the points in length, please feel free to call Neil Huson, EVP, The Rogan Group, Inc. at 520-546-1484 or Dan Rogan at 800-440-0082.