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...ed in both graduating seniors and alumni who may have been out of school for s...n the insurance trade press, state association newsletters, or the daily newsp...

... career opportunities with your agency. Let them know that you're looking for one or two producers to join the firm and that you have an internship program available if they are planning on college. This approach may provide some high-quality candidates and will help build your agency's image in the schools and the community. Let the placement offices of colleges in your area know that you're interested in both graduating seniors and alumni who may have been out of school for several years. Try to choose candidates with a B' average (those with higher grades tend to be product- rather than sales-oriented) who have proven their motivation by earning at least half of the money to put themselves through school. Free sales seminars in your agency, open to anyone interested in improving his or her selling skills, are another ... . Then ask for the name of the one person inside or outside the company who would best fit that position. Stress that this person has probably never told anyone that he or she is looking for a job. The specific job description and the focus on one person should make it easy for your contact to come up with a qualified candidate. The same approach can be used for agents' associations, which have been another major recruitment source. Many associations also maintain lists of people who are seeking positions as producers. Center of influence prospecting can be an invaluable recruitment technique. Many agents solicit prospects from bankers, merchants, and other community leaders. Even if you don't come up with any good candidates, you've flattered your centers of influence and given them the impression that your agency is ...