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...jor consumer focus sessions. Over dinner and a three-hour fact-finding session...

... interview in a social setting-at dinner or on the golf course-the hiring agen...

... current staff members, Wood said. In addition, they try to assess the candidate's insurance skills. They ask the candidate how he would get leads, what type of support system he would require, and how he would put together a proposal. This interview, or another get-acquainted interview, can be done away from the office, some consultants say. By conducting the interview in a social setting-at dinner or on the golf course-the hiring agent can see how the candidate reacts in a different setting. Some also suggest that it's appropriate at this point to meet with the candidate and his or her spouse. It can be important to be sure that the spouse is aware of the time involved in insurance sales and is supportive. A candidate who passes through the interview phase at McGee & Thielen is ... Florida association, he conducted a program called Up-Start' in which he recruited and hired 14 college graduates and placed them in sales positions throughout Florida. About Tests Many agents are skeptical about using personality or psychological profile tests when hiring. They prefer to go by a gut reaction. But there are persuasive arguments for using them as part of the hiring process. The interview process is really a kind of theater, ' says Greenberg. Tests can get beyond the facade of the interview to reveal more about the personality' of the candidate, he said. They can be an objective tool' to use in addition to the interview. Personality tests are considered very accurate (up to 90%) . With a good job description, the tests can be very specific about whether an individual will work ...